Find out the four must have ingredients of every successful Sales Management process that will help you drive profitable and sustainable business growth.

1. www.iainswanstononline.com
boost sales, boost your bank balance
Sales Management – Top 4 Essentials
December 16, 2013 by Iain Swanston – www.iainswanstononline.com
Sales Management has only one goal, which is improving
sales effectiveness within the organization. Although there
is only one goal, there are many different areas a sales
manager can help increase sales performance and choosing
the
right
ones
and
prioritizing
is
obviously
important. Whether you are new in role or simply looking to
kick start your existing sales team, Sales Management
Training will help you understand and implement your
ability to impact any organization and deliver value. Here
are the Top 4 Essentials you need.
1)
Sales Management – Planning
Fail to plan and you plan to fail. We have all heard this a million times yet studies show 85%
of companies do not have a sales plan. A sales plan is quite simply the sales road map your
sales people will follow to reach their sales goals. As an example your sales plan could
include your key account plans and new client acquisition plans, and the product or service
mix you will need to achieve your revenue targets and the sales process you will use.
2)
Sales Management – Structure & Accountability
Without any structure in your sales department you will quickly find that not everyone is
following your sales plan. This is the equivalent to having a rowing boat with all the rowers
trying to go in different directions – you will get moving but not nearly as quick as if you all
rowed in the same direction, and in unison. Sales Accountability is how you help your sales
people stick to the plan they agreed.
3)
Sales Management – Training & Coaching
You will never your grow sales unless you grow your people. If the overall goal is to
increase sales efficiency then we must look at all the parts that affect efficiency and one of
the biggest parts is people. One of the responsibilities of Sales Management is to improve
their sales people and each sales person should have a Personal Development Plan in order to
do this.
4)
Sales Management – Recruitment & Hiring
If you do not have a process for recruiting Sales Winners you may end up recruiting another
company’s Sales Loser. This will not only cost you and your business in terms of wasted
salary for the time they are with you, but it will also cost you to repeat your selection process,

2. www.iainswanstononline.com
boost sales, boost your bank balance
advertising, recruiter fees, Management time, Admin Time, Taxes, Expenses and leaving
costs. Without a process you will not be able to measure and look for improvements to your
existing sales hiring process.
Sales Management & Sales are not a black art and needs the same organization, due diligence
and attention to detail as any other part of the business such as Finance or Operations. There
are obviously many other parts to Sales Management than the four listed above. Executing
these four, will however make sure you are on the right track and whilst it won’t guarantee
you success, it will certainly give you a solid foundation to build on.
Don’t forget to follow us on the Social Media of your choice.
Copyright © 2014 · www.IainSwanstonOnline.com