The Role Of The Sales Manager
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Free PDF Download Asking the Right Questions - By Colly Graham |
Definition of Management:
Man•age•ment (mŕnąîj-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 (manąîjer) 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
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Free PDF Download Asking the Right Questions - By Colly Graham |
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About the Author: Colly Graham RSS for Colly's articles - 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 Click here to visit Colly's website. Coaching the Sales Person Action Sales Management Coaching Buying the Benefits Sales Process Reframing Objections |
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