Sales Management is the central and core link in the value chain (see my earlier post "Boosting Sales Productivity"). Here, market needs are matched to the company’s solutions and applied to individual customers. The first step is territory allocation and quota setting, followed by account planning and opportunity management.
Effective sales management results in salespeople in high performing companies spending up to 64% more time selling than their counterparts in low performing companies, and overall sales productivity that is 37% higher!
The salient features of high performing sales organisations relate to the sales managers themselves, their salespeople and the engagement model of the company.
Sales Managers:
- Are involved in the systematic and formal recruitment and induction of their sales people
- Coach and mentor sales people
- Are committed to maintaining the competency of their salespeople
- Spend much more time with customers than inside their own organisation
- Act professionally at all times
- Are disciplined in their use of the company's sale methodology and supporting CRM/SFA tool
- Strong teamwork across sales and with the rest of the company
- Customer involvement in account and opportunity planning
- Bid management and forecasting processes that are formal and effective, but also easy to use
- Partnering that is mutually rewarding
Next post: Strategic Management (the foundation of success!)
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