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Sales Management

Directory of sales management services and sales force management software providers. Vendors offer help for motivating sales teams and structuring compensation.
Sales Force Management
Web-based sales lead management and contact management system for maintaining and utilizing sales lead and customer data and tracking field activity.
www.salesinsync.com
Notre Dame Certificates
Negotiation and Leadership & Management Certificates Online! Free Info.
www.NotreDameOnline.com
Top 25 Sales Questions
sales teams can answer - can you? Free Guide to Sales Team Success
www.entellium.com
Sales Management
Meeting the standards Of product diversity.
ckbproducts.com
Sales Pipeline Analytics
See inside salesforce data. Boost sales and revenue. Free Trial
www.lucidera.com
Sales Management
For sending and tracking email Easy, affordable and best of breed
www.Genius.com
Sales Management Training
International sales consultants offering proven sales training, negotiation training & sales management training to help clients accelerate sales.
Sales Management | Consulting | Negotiation | Watch Video
www.salesog.com
Sales Force Automation Software Directory
Compare sales force automation software using Capterra's free, comprehensive directory.
Capterra.com
Customized Sales Management Training
Offers sales management training programs specifically customized to support sales and marketing strategies for complex sales.
www.primesalesmanagement.com
Sales Mgmt Operations
Optimize Sales Productivity With Actuate. Learn More - Free Webcast.
Actuate.com/Sales
Sales Management
Executive Master in Marketing-Sales at SDABocconi in Milan: read more!
www.SDABocconi.it/EMMS
Free Sales Training Video
Download Free Sales Audio/Video Podcast Series from AchieveGlobal.
www.achieveglobal.com/podcast
Listings
Advanced Marketing Southeast
Ocala, Florida-based manufacturers' sales representatives & warehousing agents for the southeastern states of Alabama, Florida, Georgia, North Carolina, South Carolina & Tennessee.
www.amsmarketing.com
Applied Metrix
Data mining company and management consultancy providing customer value, marketing and sales productivity services.
www.appliedmetrix.com
Callidus Software
Business performance systems company, provides enterprise software applications that automate management programs used to drive corporate revenues. Includes sales compensation administration. Locations throughout the US.
www.callidussoftware.com
Compensation Resources, Inc.
New Jersey-based company, provides compensation and human resource consulting services in the areas of executive compensation, sales compensation, salary administration, performance management, and litigation support.
www.compensationresources.com
Conjoin
Provider of portal software to optimize the flow of information between sales, marketing and consumers.
www.conjoin.com
Corporate Meetings and Incentives (CMI)
Houston, Texas-based company offers incentive programs and coaching designed to raise profits, increase loyalty and morale.
www.cmiincentives.com
Customized Sales Management Training
Offers sales management training programs specifically customized to support sales and marketing strategies for complex sales.
www.primesalesmanagement.com (Paid)
Dave Kahle - Sales Compensation Plan
Company specializes in refining sales force compensation plans.
www.davekahle.com
Developing Top Level Sales Performers
Manual describing how to implement a sales performance and development review process based on factors relating to real sales performance.
www.salespp.com.au
Effusion
Helping companies operate more efficiently and effectively in a complex sales environment.
www.ef-fusion.com
Enhanced Sales Potential
John Musser helps companies facilitate the development of management personnel and sales teams, assists with team building, and provides assessments for hiring sales personnel. Based in San Francisco.
www.salespotential.com
Gordon Lowe Associates, Inc.
Sales compensation solutions for retail and institutional securities firms, as well as correspondent billing for clearing firms.
www.gordon-lowe.com
Greenwood Publishing Group
Publisher of academic, reference, trade, general interest and professional books including "Developing and Leading the Sales Organization."
info.greenwood.com
H.R. Chally Group
Company providing employment profiling, sales research and sales & management productivity tools; services include employment testing, selection techniques, acturial sales research, account management, & sales coaching.
www.chally.com
Incentive Systems
Developer of incentive compensation management software that monitors sales commissions, performance pay, commission systems, variable pay, sales incentives and variable compensation plans.
www.incentivesystems.com
Industrial Performance Group
Provides products and services to enable manufacturers and distributors to increase sales, improve profitability, and build customer loyalty by better managing the relationships, processes, and practices in the sales/distribution channel.
www.indusperfgrp.com
Kellogg Sales Force Incentive Planning
Program designed to help managers understand major issues surrounding, and the latest approaches to, the design and implementation of effective, motivational sales force compensation programs. By Kellogg Graduate School of Management.
www.kellogg.northwestern.edu
Kingston Consulting
Sussex-based executive search consultancy, formed by people from the IT industry with the aim of providing a first class service in IT recruitment. Also provides sales team incentives.
www.kingston-consulting.com
Moir & Associates Limited
An Internet based retail channel management service firm providing sales and marketing departments of manufacturers, distributors and brokers with information processing, data warehousing and analysis services. Based in Canada.
www.moir.com
NAPL's Sales Compensation Studies
Paramus, New Jersey, National Association for Printing Leadership offers reports and studies for improving sales compensation.
www.napl.org
Notre Dame Certificates
Negotiation and Leadership & Management Certificates Online! Free Info.
www.NotreDameOnline.com (Paid)
Raiford
Company helping organizations, teams and individuals increase their sales productivity.
www.raiford.com
Sales Development Services
Provides product marketers and media sales professionals with "turnkey" solutions to increase sales.
www.sdsinc.com
Sales Force Automation Software Directory
Compare sales force automation software using Capterra's free, comprehensive directory.
Capterra.com (Paid)
Sales Force Management
Web-based sales lead management and contact management system for maintaining and utilizing sales lead and customer data and tracking field activity.
www.salesinsync.com (Paid)
Sales Management Training
International sales consultants offering proven sales training, negotiation training & sales management training to help clients accelerate sales.
Sales Management | Consulting | Negotiation | Watch Video
www.salesog.com (Paid)
Sales Performance Group, Inc.
Georgia-based company specializing in trade marketing and sales incentives programs.
www.salesperformancegroup.com
Sales Performance International
Sales performance and corporate profitability consultancy providing multilingual sales process training, products and tools including sales management and automation integration services and workshops; a subsidiary of Provant, Inc.
www.spisales.com
Salience
Professional sales channel outsourcing company, specializing in creating and managing business-to-business sales channels in the Internet, telecommunications, high-tech, energy and healthcare markets. Offer services including salesforce impleme...
www.salience.nl
Strategic Account Management Association
International association dedicated to promoting the concept of customer-supplier partnering. Customers are managers and executives charged with leading their company's strategic sales initiatives.
About Us | SAMA Events | Career Resources | Knowledge Sources
www.strategicaccounts.org(Paid)
Target Marketing Systems
Sales training diagnostic tool assessing sales effectiveness.
www.tmsnet.com
The PACE Partnership
Sales management training and business consultant.
www.pacepartnership.com
Warner Sales Architects
Belmont, Massachusetts consultancy providing sales process architecture, sales force creation & development services for technology start-ups & new business units.
www.warnersalesarchitects.com
Top 25 Sales Questions
sales teams can answer - can you? Free Guide to Sales Team Success
www.entellium.com
Sales Management
Meeting the standards Of product diversity.
ckbproducts.com
Sales Pipeline Analytics
See inside salesforce data. Boost sales and revenue. Free Trial
www.lucidera.com

Guide to Sales Management

Proven leadership strategies to get the most out of your sales force


Hiring salespeople is only the beginning in developing a successful sales team. Whether your sales force is made up of two people or 20 people, it needs strong management to complete the team. The best sales managers possess organization, motivation and communication skills in abundance. With the proper leadership, your sales team can focus on doing what they do best: selling. Managing a sales team effectively includes:
  1. Hiring the right people.
  2. Providing the tools and training required.
  3. Rewarding successes with fair compensation.
  4. Communicating goals and results regularly.
  5. Coaching and inspiring each individual.
  6. Staying connected.


Action Steps

The best contacts and resources to help you get it done

Build the right team The success of a sales team begins from the first day you start hiring. The sales manager sets the tone for the team dynamics. If you aren't managing the team yourself, be sure to hire one who can motivate people and earn respect.

I recommend:  When hiring your sales manager and sales staff, consider using assessment tests from Profiles International that measure sales personality traits and selling skills.

Train your team properly Effective sales management includes providing training opportunities for your sales team. Giving salespeople the knowledge the need to perform their jobs is one of the best ways to ensure success.

I recommend:  Sales101.com offers online sales training for your sales staff and Sales Management University runs seminars for your managers.

Give your team the tools they need Get the most out of your sales force by providing them the necessary tools to do the job, such as software programs, mobile communications equipment, sales materials and possibly leased automobiles.

I recommend:  Microsoft PowerPoint is a must for creating sales presentations. CRM software, such as NetSuite, helps your sales staff build relationships with customers. PDAs or smart phones let your sales staff access e-mails, voice mail and the Internet while on sales calls. Find automotive leasing services at DMOZ.org.

Set up a compensation plan Compensation is a major motivator for most salespeople. Decide what kind of plan works best for your company: commission-based or base salary plus commissions.

I recommend:  For a modest fee, you can create job valuation reports that feature varied compensation structures for a variety of sales job titles at Salary.com.

Set realistic targets Most die-hard salespeople thrive in a competitive environment. Challenge your sales staff by setting measurable sales targets and reviewing results regularly.

I recommend:  Take advantage of sales forecasting software, such as Forecast Pro, to come up with accurate sales forecasts. Use these numbers to develop realistic sales goals.

Coach individuals Provide one-on-one coaching for each member of your sales staff to promote selling skills and personal growth.

I recommend:  Search a directory of sales coaches at SalesVantage.com.

Meet regularly Set up regular sales meetings to motivate the staff and to share results, goals and tactics. Sales managers should also use meeting time to listen seriously to the sales staff. By listening to the problems they're encountering, a sales manager can make effective changes to improve results.

I recommend:  To connect a remote sales force, use InterCall teleconferencing. Learn the keys to conducting effective sales meetings at AllBusiness.com.

Tips & Tactics

Helpful advice for making the most of this Guide
  • Teach every salesperson the importance of selling benefits rather than features. Benefits of your product or service are what will sell your company over another one.
  • Listen to your team. If salespeople in the field are having low results due to a common denominator, i.e. price is too high, the company may need to review its pricing structure.
  • Give your salespeople the inside scoop on products in development. They can create a quiet buzz with clients before the product comes to market.

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How-To Guide from WORK.COM

Guide author
By Jenni Simcoe
Proven leadership strategies to get the most out of your sales force.
Hiring salespeople is only the beginning in developing a successful sales team. Whether your sales force is made up of two people or 20 people, it needs strong management to complete the team. The best sales managers possess organization, ... Read more
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