| Sales leaders and managers frequently talk about: | | | | The fundamentals of sales management includes first |
| hiring the right people, sales process mapping, sales | | | | knowing the strengths and weaknesses of your |
| strategy, sales force deployment and customer | | | | team. Is each sales person on the team entrusted |
| coverage, economic drivers of profit of the | | | | with the kind of sales they are capable of? Are they |
| customer, sales force effectiveness, and sales | | | | motivated enough to do well in good times and |
| compensation. The entire gamut of activities listed | | | | tackle the tough times? Is a sales person |
| above and some more tasks form sales | | | | compensated well for their achievements? Does the |
| management. Selling is the vital activity of a company | | | | sales manager listen to their suggestions and give |
| on which the question of very survival rests. And the | | | | feedback? |
| entire process of selling involves these tasks that | | | | If there is a problem during a call the sales manager |
| need proper management to ensure a cohesive | | | | should go on "buddy calling". Buddy calling entails that |
| selling process. After the research and development | | | | the manager would accompany the sales person on a |
| team has given a credible product to the | | | | call but let them do the job and intervene when the |
| manufacturing department and the product is out of | | | | going gets tough. This gives the manager insight in to |
| the manufacturing pipeline, it's up to the sales team | | | | the way that sales person works and the sales |
| to take the product to the customers and exchange | | | | person learns from the manager - on the job. |
| them for money and good will. The onus lies on the | | | | Keeping the Sales Channel in Peak Condition |
| shoulders of the sales manager to strategize the | | | | Is the sales process vibrant and functional? Has the |
| sales process and methods so as to bring in the | | | | prospecting been done correctly? Is everything from |
| maximum possible revenue as well as forge enduring | | | | cold calls to closing deals moving smoothly? A good |
| relationships with the customers. Selling through a | | | | number of cold calls should lead to real sales when |
| team of sales people is possible when the sales | | | | the sales process is effective. Are the sales people |
| manager knows how to manage the sales team to | | | | concentrating on the needs of the customer? Can |
| optimize their potential. | | | | the sales process be revamped? Is there an Internet |
| Treating the Sales People Well | | | | based sales system present? How much selling should |
| What then is good sales management? It's something | | | | be apportioned to the Internet and how much should |
| akin to the Southwest Airlines' model of sales | | | | be accomplished physically? Is there a gap between |
| management. When the entire airline industry is | | | | what's promised to the customer and what is |
| reeling under the blows of skyrocketing fuel prices | | | | delivered? Is the delivery taking place in time? These |
| they are the only airline to have registered profits in | | | | are the things a sales manager should be examining |
| 2008. Instead of mulling over job cuts and travel fare | | | | constantly. |
| hikes the managers have stood behind their sales | | | | The fundamentals of sales management require the |
| staff and treated them like family. Whenever an | | | | observance of some common sales fundamentals. |
| employee had a problem or an employee had an | | | | The appearance of sales people should be smart and |
| issue with a customer the managers came to their | | | | professional in accordance with the guidelines of the |
| rescue and together they sorted out the issue. They | | | | company. They should exude a certain level of |
| have followed the simple rule, "treat employees the | | | | confidence in their day-to-day jobs. There has to be |
| way you wanted to be treated". That's the | | | | proper guidance about prospecting and enough time |
| fundamental rule of sales management. A sales | | | | should be allocated to each prospect based on their |
| manager should be a mentor, guide, and a leader to | | | | worthiness. Presentations and the closing of deals |
| their team. | | | | should be of top quality. Periodic training on |
| Does the sales person shift their gaze to the side | | | | presentation skill enhancement and personality |
| when they see a customer approaching? Do they | | | | development workshops improves the competencies |
| suddenly remember that they have to restock | | | | of the sales people. All top sales managers spend a |
| merchandise instead of greeting the customer and | | | | good amount of resources on training of their sales |
| getting interested in his needs? A Retail Customer | | | | force. |
| Dissatisfaction Study conducted by Wharton's Jay H | | | | It is also essential that sales management take in to |
| Baker Retail Initiative confirms that the biggest | | | | account a comprehensive sales strategy. A sales |
| saboteur of profits is a disinterested sales force. | | | | manager should formulate a good sales strategy and |
| When the customer is dissatisfied a good sales | | | | execute it well. Execution is as important as |
| manager checks their sale staff first. Recruiting the | | | | strategizing. The role of synchronization - getting the |
| right sales personnel, providing them adequate | | | | right product to the right customer at the right time, |
| training, making all required knowledge accessible to | | | | cannot be undermined. |
| them and motivating them to achieve their sales | | | | The fundamentals of sales management shouldn't be |
| targets with enthusiasm - all falls under the ambit of | | | | confused with something complicated but simple |
| responsibility of a sales manager. Half of the sales | | | | attention to the details in all activity related to sales. |
| team management problems wouldn't arise in the first | | | | A liberal dose of humaneness and loads of common |
| place if the recruitment process is solid and weeds | | | | sense as well as a goal oriented approach form the |
| out people that may turn out to be incompatible to | | | | basics of good sales management. |
| the organization and a sales role. | | | | |