Sales management involves planning, staffing, training, leading, and controlling organizational resources to effectively attain sales goals. The key functions of a sales manager include planning sales activities and goals, attracting and developing sales personnel, providing sales training, influencing salespeople, and monitoring performance. Effective sales management balances these functions to improve sales performance and achieve organizational objectives efficiently.

1. SALES MANAGEMENT:
ITS NATURE, REWARDS, AND
RESPONSIBILITIES

2. WHAT IS SALES
MANAGEMENT?
Sales management is the attainment of
sales force goals in an effective and
efficient manner through:
• Planning
• Staffing
• Training
• Leading
• Controlling organizational resources

3. Sales Management Functions

4. PLANNING
• The conscious, systemic process of making
decisions about goals and activities that an
individual, group, work unit, or organization
will pursue in the future and the use of
resources needed to attain them.

5. Sales Management Functions

6. STAFFING
• Activities undertaken to attract, develop, and
maintain effective sales personnel within an
organization.

7. Sales Management Functions

8. SALES TRAINING
• The effort put forth by an employer to provide
the salesperson job-related culture, skills,
knowledge, and attitudes that result in
improved performance in the selling
environment.

9. Sales Management Functions

10. LEADING
• The ability to influence other people toward
the attainment of objectives.

11. Sales Management Functions

12. CONTROLLING
• Monitoring sales personnel’s activities,
determining whether the organization is on
target toward its goals, and making
corrections as necessary.

13. Sales Management Functions

14. SALES PERFORMANCE
• Sales Management is the attainment of sales
goals in an ethical, efficient, and effective
manner.

15. EXTERNAL ENVIRONMENT

16. Continued…….
• Organization is a social system that is goal
directed and has a deliberated structure.
• Goal directed means an organization is designed
to achieve some outcome.
• Social means being made up of two or more
people.
• Deliberated structure means the tasks are
divided, and the responsibility for their
performance is assigned to organization
members.

17. MAJOR PARTS OF AN
ORGANIZATIONAL SYSTEM
• Organizational effectiveness is the degree to
which the organization achieves a stated
objective.
• Organizational efficiency refers to the amount
of resources used to achieve an organizational
goal.

19. Top Managers
P la n n in g S ta f f in g T ra in - L e a d in g C o n t r o llin g
in g
35% 10% 5% 30% 20%
Middle Managers
P la n n in g S t a f f in g T r a in in g L e a d in g C o n t r o llin g
28% 10% 10% 30% 22%
First-Line Managers
P la n n in g S ta f f in g T r a in in g L e a d in g C o n t r o llin g
15% 20% 25% 25% 15%

20. A SALES PERSONNEL CAREER PATH
President
Vice President of
Marketing
National Sales Mgr.
Zone Sales
Manager
Regional Sales
Manager
District Sales
Manager
Key Account
Salesperson
Salesperson
Sales
Trainee

21. SALES MAnAGEMENT SKILLS
1. CONCEPTUAL AND DECISION SKILLS
Refer to the cognitive ability to see the organization as a
whole and the relationships among its parts.
2. PEOPLE SKILLS
Involve the ability to work with and through other people
and to work effectively as a group member.
3. TECHNICAL SKILLS
The ability to perform a specialized task that involves a
certain method or process.

22. PROMOTION FROM SALESPERSON TO SALES
MANAGER
Changes that occur when a person becomes
a new manager:
1. Perspectives change
2. Goals change
3. Responsibilities change
4. Satisfaction changes
5. Job skill requirements change
6. Relationships change

23. THE BOTTOM LINE
Skilled sales managers are the key to a successful
organization.
Sales managers have five functions that, when combined,
can allow them to achieve the goals desired by higher
levels of management.
The various types of sales managers can be broken down
into the categories of vertical and horizontal.
Most corporations hire a person who cannot only sell but
who also shows the potential to one day become a sales
manager.