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Sales management - Wikipedia, the free encyclopedia

Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.

The Sales Management Association: Home

A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and ...

Sales Manager Job Overview | Best Jobs | US News Careers

Sales managers direct the distribution of their company's products to customers, which involves establishing sales territories as well as setting quotas and goals.

Seven Types of Sales Managers - Harvard Business Review

Sep 6, 2013 ... To better understand these sales management styles, I asked more than 60 top vice presidents of sales from leading high technology and ...

Sales Managers - Bureau of Labor Statistics

Jan 8, 2014 ... Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations' sales ...

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Guides, articles, and resources on sales management from Inc.com ...

Inc.com's sales and marketing tips and advice on sales force management, hiring , training, lead generation, forecasting, cold calling, negotiating, contracts, ...

What is a Sales Manager? - About.com

Sales managers are responsible for keeping their sales teams producing. Managing a sales team isn't easy, but it can be extremely satisfying for the right ...

What is Sales Management? | Sales Management Services

“A sales manager can have a narrow or a broad spectrum of responsibilities including the following: estimate demand and prepare sales forecasts; establish ...

Sales Management | Serendipity Sells | Selling Power Magazine ...

Sales Management - Serendipity Sells Serendipity – it's when you find something that you weren't expecting to find. We've all heard stories of how people meet ...

The Sales Management Association

The Sales Management Association's fourth annual Sales Force Productivity ... I was able to gain some key insights into topics like sales commissions, sales ...

What is sales management? definition and meaning

Definition of sales management: Efforts put forth to attain a company's sales objectives. Sales management can involve any of the following activities: (1) ...

Sales Training

Sales Management Increase Sales with Five Key Skills. Free Assessment shows how to Eliminate Errors, Manage Process & Win More Business.

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Sales Management


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.

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.

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.

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.

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.

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.

Coach individuals

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

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.
  • 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.