The Key Tasks of Sales Management
Sales managers carry the overall responsibility for sales performance. This responsibility is best discharged by focusing on the key tasks of leadership, motivation and development.
Creating the Vision
Sales management must create a vision of the future – a sense of direction that encompasses the overall goals of the organisation and the role of Sales in achieving them. Managers, through their leadership, ensure these overall goals form the basis of all sales actions and behaviours.
Explaining the Mission
Management must then explain the organisation’s mission, which relates to what the organisation believes in. This mission is expressed in its culture and values and includes the sales strategy which outlines the organisation’s competitive offering and the types of customers to be targeted.
Involving People
People within the sales organisation must know how they fit into the vision and mission. Management must work hard to explain how each member of the sales team contributes to overall success. Key tasks & roles are an important part of this understanding, but so are the role of teams and the sharing of experience and strengths.
Focusing on Performance
The levels of performance that are required, is a very important element of the sales management role. However, the notion of performance is much wider than just the achievement of targets and objectives; it is also about the skills and behaviours upon which these achievements are made.
Creating Motivation
In the final analysis, even the best laid strategies and plans will come to nothing unless salespeople have the necessary
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