No sales manager job description explains the multiple challenges which must be overcome if the newly promoted sales rep is to succeed. Business owners hiring new sales managers have similar problems. They know what results should be but not how they are achieved. Sales team members are often frustrated by incompetent sales management.
Our Success in Sales Management tutorial will help ambitious sales people, struggling sales managers and business owners wanting to understand how to make it all work, with Philosophies, Strategies, Systems and Tools to survive and succeed in sales management.
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Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – sales management is a roller coaster ride, always with the risk of falling from the carriage.It’s not much fun in the C suite either. Relying on Sales Management for revenue can be an unsettling experience. The CEO, COO, CFO are all dependent on sales performance for the cash which keeps them in the job. They have minimal influence and maximum dependence. In business, results depends on successful sales management.Perversely, it’s a topic rarely covered in those management books, or sales skills articles. Nobody writes about, teaches, or coaches in how to make it work. It’s one of those subjects, like colonoscopy, nobody wants to acknowledge.So we’ve decided to fill the void with a series of tutorials all related to various dimension of successful sales management. We’ll look at how reps can win promotion to the executive level, sales directors and CEOs can make the most of their sales managers, and how those managers can establish the success which will keep them in the job.We’ll look at philosophy, strategy, tactics and process required in the professional sales operation – that’s stuff everybody should understand. After all who doesn’t want to be professional?In any operation the more people who understand how sales management works and how it adds value to everybody else the better. Not just sales reps but customer service, operations, finance and the C suite. Everybody in the business depends on the sales process working as well as possible, and they should support it. Not get in the way.
