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Definition of Management:
Man•age•ment (màn¹îj-ment) (noun)
Abbr. mgt., mgmt.
1 The act, manner, or practice of managing; handling, supervision, or control; management of a crisis; management of factory workers.
2 The person or persons who control or direct a business or other enterprise.
3 Skill in managing; executive ability.
Definition of Manager:
Man•ag•er (man¹îjer) noun
Abbr. mgr., mngr.,
One who handles, controls, or directs, especially
a One who directs a business or other enterprise
b One who controls resources and expenditures, as of a household
THE FUNCTION OF THE FIELD SALES MANAGER
Planning Seeing Doing
I Planning what things need to be done How they should be done
II Leading people to pursue and achieve the desired objectives in accordance with established plans and schedules
III Dealing on a day to day basis with problems and difficulties that arise
IV Measuring the actual performance of people against desired goals and plans
V Taking necessary steps to close any gaps that exist
Planning, Forecasting
Action, Execution, Leadership
Control, Co-ordination
Planning:
1 Provides management with immediate forecasts and long range plans for the achievement of budgets and quota objectives
2 Plans and conducts regular sales meetings. Makes assignments in advance of such meetings.
3 Plans for the development and career path of sales people
4 Frequently assesses sales people in order to determine training needs
5 Carefully plans personal time
6 Assists management in the development of sales forecasts
7 Recommends sales policies to management
8 Assigns sales territories
9 Plans to achieve an agreed net per cent profit on sales
10 Analyses markets to identify new customers and new prospects
11 Plans the overall activity of personal sales team
Action:
1 Recruits quality people following approved selection procedures
2 Continuously trains new and experienced sales people in basic attitudes, sales skills and product knowledge
3 Motivates and develops each of the sales people to achieve their full potential
4 Discharges sales people with unsatisfactory performance levels within company policy and employment law guidelines
5 Communicates with sales people on a regular basis keeping them informed of all matters affecting their work
6 Directs the activities of the sales team
7 Support and directs the application of company sales and marketing promotional activity at the local level
8 Consults with sales people and customers on problems of service, delivery etc.
9 Maintains discipline
10 Encourages sales people after failures and gives recognition where due for a job well done.
Control:
1 Sets standards of work performance and conduct
2 Establishes frequency of customer contact
3 Maintains a record system to provide an analysis of performance of sales team by each individual reporting
4 Evaluates the performance of each individual sales person
5 Constantly reviews the performance record of each sales person
6 Determines in what areas performance is on target
7 Investigates what areas are off target, investigates the cause of under performance and takes immediate action to get on target
Launching a sales training initiative without the UPFRONT buy-in and participation of your line sales management team is pure folly. In fact, if your sales management team does not believe that they own the sales t...
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As Sales Manager you are in charge of the powerhouse of company growth and development.
Why? Because you are in charge of sales and without profitable sales there can be no company growth or development
Sales management is one of the most challenging balancing acts in all the business world. Good sales management is worth its weight in gold. To fully view the valuable products of good sales management, one must go ...
Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website
Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website
Dr. John Oda
John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business
ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website
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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After
graduating from college, Colly entered the
field of accountancy however after five
years decided to change his career
direction in sales. First working for a
Fortune 500 company in fast moving
consumer goods, his career progressed from
selling capital equipment, financial
services to internet services, with a wide
management experience in both telephone
and field sales, concentrating on the
recruitment, training and development of
sales people, in this role he gained
experience in designing and building a
number of successful sales teams. Colly
brings thirty years of practical
experience of selling and his ability to
empathize with sales people and establish
immediate rapport and credibility as a
trainer, (the accolade Colly receives from
most sales people is “that he has carried
the bag”). A licensed practitioner of NLP
Colly trained with Richard Bandler in
1998. When I entered the field of sales,
back in 1969, with local franchise holder
for Pepsi Cola because of my lack of
knowledge of any selling skills I set a
goal, to one day, start my own training
company. As my career in sales progressed
becoming a sales manager, group
Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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