Sales Management is not a “black art” - it’s a science. When viewed in this context, it is an end-to-end business process focused on aligning the entire sales organization with the goals of the company and requirements of its customers with 2 key attributes:
Defining and communicating clear objectives throughout the sales organization; and
Focusing sales pursuits primarily on prospects that are in a buying cycle
If you are selling into the B2B marketplace, the importance of sales management process is critical. B2B is an extremely predictable marketplace for those organizations that can master the process discipline. Unfortunately, 8 out of 10 companies lack the ability to effectively translate corporate objectives into focused, executable sales plans that can be replicated. At the other end of the equation, business buyers are much more sophisticated in their purchasing with more tools at their disposal to research and locate the products and services they require. This renders the traditional “hunter-gatherer” sales model completely obsolete. By employing intelligent pursuit methodologies in evaluating a marketplace, savvy sales professionals will discover that customer buying cycles are readily discoverable.
The essential requirements are as follows: any competent $30M revenue organization should be engaged in systematic sales planning and intelligent account targeting & pursuit. In addition, you need analytics to ensure that processes are working and make “course corrections”. Finally, you need a centralized technology platform for implementing sales best practices. While these concepts are not rocket science, 8 out of 10 sales organizations do not have these pieces in place.