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Directory of sales management services and sales force management software providers. Vendors offer help for motivating sales teams and structuring compensation.

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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

What's a sales force's most expensive asset? Its sales managers' time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching ...

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 ...

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, ...

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Sales Managers - Bureau of Labor Statistics

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

11-2022.00 - Sales Managers - O*NET OnLine

Sample of reported job titles: Sales Manager, Vice President of Sales, Director of Sales, District Sales Manager, Regional Sales Manager, Sales Supervisor, ...

Sales Management | Why Should Customers Spend Time with You ...

Sales Management - Why Should Customers Spend Time with You? Andy Paul is the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every ...

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 ...

National Conference in Sales Management (NCSM)

Dec 16, 2013 ... Welcome. Welcome to the website of the National Conference in Sales Management (NCSM). NCSM exists to create a premier conference and ...

Sales Management - InsightSquared

3 key practices to improve your sales management, derived from hundreds of interviews and discussions with sales leaders. Use analysis of your own.

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.