2. Definition
§ Businesses exist to make sales. The sales
management process monitors and measures each
staff member's ability to either support sales or do
the actual selling to customers.
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3. Effective sales management
strategy
§ Setting goals,
§ Providing sales support and training,
§ Creating or updating the sales strategy,
§ And monitoring results.
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4. Setting goals,
Sales management process can include goals for
individual staff members, departments, and the entire
company.
These standards must be discussed with staff. This
includes communicating updated goals based on
performance, the economy, and the competitive
environment.
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5. Providing sales support and
training,
the sales management process continues by providing
tools and training to reach those goals.
This can include in-depth information about the
company's products, target audience, and sales strategy.
Effective training is not a one-time occurrence. Ongoing
training is needed to ensure success.
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6. Creating or updating the sales
strategy,
The sales manager needs to determine where any
problems lie and offer a solution.
The sales manager must review whether the product is
competitive and is delivered on schedule.
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7. monitoring results.
Sales managers typically monitor results to determine if
the current sales process is working.
This review should include the entire sales process, from
taking the order to delivery to follow-up service
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8. If goals are not being met,
§ Poor sales can be the result of an inferior product,
non-competitive pricing, manufacturing or deliver
delays, customer service issues, or employee
issues.
§ The sales manager will usually rely on several
departments, including:
§ Production,
§ Customer service,
§ And marketing,
to find the root of any problems.
If the product is not the issue,
§ The sales manager must ensure that proper
support and training were provided during the
sales management process.
§ The sales manager also can work closely with the
marketing department to be sure the product is
being advertised effectively to the correct target
audience.
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9. If goals are not being met,
§ The sales manager must review the
salesperson's personal ability to do the
job.
§ The manager can provide more training or
personal coaching to help the salesperson
achieve stated goals.
§ If additional training or coaching is not
effective, the sales manager may decide
to terminate the employee.
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10. Sales managers must,
§ sales managers must also be keenly
aware of what is working in the sales
management process so that successes
can be duplicated.
§ Sales managers need to know which
products are selling, what sales
techniques work, and must solicit
customer feedback.
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11. Sales managers must,
§ Include a recognition program for top
performers in the sales management
process.
§ Employees who meet or exceed goals
generally want to feel appreciated for a
job well done.
§ Various incentives such as cash bonuses,
a larger office, time off, or trips can be
used to show appreciation.
§ Such reward programs can help a
business retain its best employees and
keep them from moving to a competitor.
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