---

Guest post by: Colly Graham Become an Author

Tweet

---

---

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

Related Articles

  How to Succeed in Business in 52 Steps
  A Sample Career Path for an IT Person
  When should we appoint a Sales Manager?
  The curse of the BDM
  Why hire a Sales Coach when I already have a Sales Manager?
  Empower Your Sales People By Providing Them With Positive Behavioral Feedback
  A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
  Sales Management | How To Be A Flexible Sales Leader
  Startups and the Dilemma of the First Sales Hire
  Coaching the Older Team Member
  The Gerber Method
  Leading Lead Generation & Inside Sales
  How To Become A Good Sales Manager
  Product managers, Product Marketing and Management, Product Management
  The Best Managers, Manage People!
  Sales Manager = Sales Training Success
  What Seagulls Can Teach You About Top Sales Leadership
  Why Sales Forces are Not Performing to their Potential
  Effective Team Building - Finding Your Hidden Gold
  The "Video Role Playing Is Counterproductive" Myth

Related Forum Posts

Outlook Business Contact Manager
Online Sales and Marketing vs Traditional
Re: what position to request?
Re: Online Sales and Marketing vs Traditional
Level 4 - Manager

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Sales Rep Lame Excuse #83

LEADERSHIP REQUIRES EXCELLENCE, NOT PERFECTION

Cutting Edge Leadership from Ancient Greece

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.