The document outlines several key success factors for sales management including: 1) Using tools like CRM systems, competitive intelligence reports, and forecasting tools to drive sales and understand trends. 2) Developing skills like executive presence, coaching sales teams, and strategic planning to increase sales. 3) Performing important functions such as hiring, compensation planning, performance evaluations, and sales training to motivate and develop the sales team.

1. Sales Management - Key Success Factors ©

2. Entrepreneur Coalition Builder Major Acct. Mgt . Executive Presence Coordinate With Mkt. Forecast & Report Territory Mgt. Sales Mgt. Tools Hiring The Best Compensation Plan Performance Evaluation Sales Training Competitive Strategist Coaching Skills Sales Management ©

3. Entrepreneur Treating your area of responsibility like a company Taking risks within company guidelines Requires more involvement at the account level Demonstrating a strong business sense Competitive with other sales managers Close to your sales team Involves sales team in strategy development Developing unique value propositions ©

4. Executive Presence Executive Presence Able to talk to client top executive as equal Your company executives seek out your opinion How have you branded yourself – executive or ? Your salespeople see you as an executive You know how to use your company executives to help close major sales efforts You understand the overall position of my company ©

5. Sales Management Tools Knows how to use his/her customer relationship management (CRM) system to drive sales 2. Knows how to use competitive intelligence reports to win more deals Understands how to use shareholder value to support the companies value proposition 4. Understands forecasting tools and trend analysis Knows how to use mobile technology to increase productivity Uses industry knowledge to support sales strategies ©

6. Forecasting & Reporting Client’s buying history 2. Marketing strategies and plans 3. Three types – Pessimistic, Optimistic & Realistic 4. Economic & industry forecasts Macro & Micro forecasting 6. Consider seasonality 7. Competition considerations 8. Geographical considerations Use CRM system to evaluate 10. Product & service considerations ©

7. Coaching Skills Give advice based on experience on how to approach specific account challenges Help your salespeople to develop internal client management coaches to better understand the clients culture, etc. Coaches help the salesperson to think through situations, forecasts and sales strategies Coaches help the individual salesperson to develop their individual brand Helps the salesperson to further develop their internal and external networks ©

8. Sales Training, ETC. ©