The document discusses managerial principles for sales management. It outlines key aspects managers should know such as what they are selling, to whom, how much, and at what price. It also discusses managing the sales process and using key performance indicators to track meetings, new clients, visits, growth, and more. Some principles discussed include the managerial cycle of assessment, planning, implementation, control and feedback; balancing the organization's mission and employee motivation; focusing efforts in a success zone with targets; and ensuring consistency through regular meetings, feedback, and public recognition to motivate individual performance.

1. 5
Managerial
Principles
The sales Management Principles

2. Before they
sell…
Great sales managers knows well:
• What they sell?
• To whom?
• How many?
• I what price?
• How to sell?

3. The Factory
Inputs
Added Value
Process
(Manufacturing)
Outputs

4. Sales Factories
Leads
Interactions
Sales

5. The Boiling Frog Syndrome

6. KPI’s
Key performance
Indicators
Manage the process that leads
to result!

7. KPI’s
•Number of meetings.
•Number of new clients.
•Number of visits per client.
•Number of new clients/segments.
•Closing ratio.
•Average sale per client.
•Sales per product/salesman/segment.
•Growth rate of a client/product/employee.

9. Management Principles
The managerial cycle
principle.
The balance principle.
The focus principle
The consistency principle
The publicity principle

10. The managerial cycle
principle
Assessment
Control &
Feedback
Leadershi
p
Environment
Implementation
Planning

11. The balance principle
Mission
” Spirit “

12. Motivational Leadership
The competence to increase your team’s
motivation for a personal extra effort
&
To see them selves as part of the organizational
“success story”.

13. The focus principle
Success
Zone
Skyhigh
Floor
Targets types:
Inputs
Outputs
: Targets height
Floor
Skyhigh
Targets level:
Team
Salesman

14. Time units
Day: The working unit.
Week: The Control & assessment unit.
Month: The result unit.
Transparency and information sharing

15. The consistency principle
Frequency
Content
Daily
Morning meeting
Daily tel. call
Weekly
Team meeting:
Targets’ assessment, Mutual
learning, next week
planning.
1x1 Feedback
Monthly
Monthly team meeting:
Month analysis, training,
contests…
Output
Sales
Motivation
Professionalism
Skills
Commitment
Focus
Leadership
Administration

16. The publicity principle
Use the power of the group in order to
motivate the individual

17. The public Sales-Board
! Congratulations
!

18. The hoops
Team
meetings
Training
&
coaching
Bonuses
Daily
focus
Salesman
Publicity
Sales
contests
Personal
life
Control
&
assessment