Sales management can be defined as the business discipline that focuses on improving the practical application of sales techniques, processes, systems, and operations in order to increase revenue. Sales managers occupy one of the most important positions with the entire company. Sales managers are judged on their ability to generate revenue for the company. If they fail to reach their quota, they will swiftly be shown the exit door.
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The management of sales teams is part art, part science and concerns the effective coordination of teams towards the accomplishment of revenue goals. Sales management continues to evolve as more companies switch toward a predominantly inside sales model. While sales coaching and motivation remain important elements of sales management, the more transactional inside sales model supports a data-driven approach where sales managers can accurately gauge pipeline.
Effective management of the sales organization is vital to the overall health of the organization. Sales managers must set the tone and the culture of the organization. Failure to create a positive culture within the sales organization can ruin morale and ultimately see top sales talent leave the company.
The modern buyer completes up to 60% of the buying process before the sales rep is even engaged. Buyer’s now engage with company website’s, white papers, and case studies before the sales rep is involved. As a result, sales reps must take on the role of consultative and value adding experts when they speak with the prospect.
The key here is that sales reps must be equipped with the best content to add value to the sales call when dealing with the knowledgable prospect. Effective sales content management is more important now than ever before.
There are other ways in which the role of the sales manager has changed. As new and emerging technologies continue to disrupt how we do business, it is the sales manager’s job to incorporate the best sales software. The sales manager must oversee the pilot phase, as well as roll out and implementation.
In today’s hyper-competitive market, any advantage must be seized upon. Traditional management virtues like effective communication, coaching ability, and selflessness remain important but, the ability of management to effectively introduce software that helps to maximize the sales rep’s time is now crucial. Time, after all, is the sales reps most precious resource.
There are a number of sales management best practices the modern manager can follow to give his company the best chance at meeting those revenue goals.
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