Sales Management 558

1
Sales Management 558

• What is it?

2
Sales Managers Responsibilities

• Meet the goals for the period
• Develop your direct reports
• Determine role of sales force
• Activities, and org definition
• Recruit, train
• Managing
• Lead, motivate, compensate, evaluate

3
Sales Managers Time

• Selling 29
• Face to face (17)
• Telephone (12)
• Administration 25
• Account service 17
• Travel/waiting 15
• Internal meetings 14

4
What makes a great sales mgr?

• Industry
• Tenure, knows competition, trends/implications,cus
  tomers
• Org (internal)
• Resources/pull, credibility, persuasiveness,
  tenacity and risk taking
• Leadership
• Example, commitment, work ethic, listens well,
  consistent, realistic/fair, tough empathy
• Sales skills
• Strong personal selling skills, excellent on
  feet, creative problem solver,

5
Sales Mgr

• Organization
• Territory/account/rep alignments, paperwork,
• Planning
• New product selling, expanding sales territories
• Coaching
• Specific constructive feedback, available,
  appreciation/recognition, best practice sharing,
  good rapport with selling team, supports team,
  providing a win and occasional gimme

6
Sales mgr

• Team builder
• Hires, rewards team players, creates team
  environment for success, uses specific
  individuals skills to enhance teams
• Self Manager
• Integrity and ethical behavior, accepts
  responsibility, risk taker, ambition for
  team/org, ongoing learner
• Global Thinker
• Informed, well read, cultural sensitivity,
  adjusts own behavior
• Technology skills
• Experience with new technology, willing to use it,

7
What type of customer relationship strategy are
you managing?

• Transactional sales force
• Consultative
• Enterprise
• Derive the sales force strategy from the biz and
  mktg plan of the org

8
Issues

• Sales and marketing not in synch
• Sales wants more resources
• Increasing complexity of customer relationship
  increases risk?

9
Sales Budgets

• of sales (revenues)
• Industry avg wages, expenses, and forecasted
  sales
• Workload approach
• Customers () X call frequency, length of call
• Incremental approach

10
The budget

• Salary, commissions, bonuses, contests
• Social security
• 401k/other
• Insurance coverage
• Auto/cell phone
• TE (includes customer entertainment)
• Sales mgmt costs
• Office OH
• Recruiting and training
• Samples