2. Learning Objectives
At the end of this session, you will be able to:
• Understand the framework of Sales Management
3. A world view into Sales
"The best salespeople don't sell products or services;
they sell solutions to problems." - Anonymous
4. "Sales is not about selling anymore, but about
building trust and educating." - Siva Devaki
A world view into Sales
"Sales are contingent upon the attitude of the
salesman, not the attitude of the prospect." -
W. Clement Stone
5. Sales Nuggets: Some interesting facts
• Sales Cycle Length: The average B2B sales cycle has
become longer over the years.
• In fact, it takes an average of 18 calls to connect with
a buyer and only 24% of sales emails are opened.
• Lead Response Time: According to a study by the
Harvard Business Review, companies that contact
potential customers within an hour of receiving a
query are seven times more likely to have a
meaningful conversation than those who wait
longer.
6. Sales Nuggets: Some interesting facts
• CRM Usage: Customer Relationship Management (CRM)
software is widely used in sales.
• In fact, businesses that use CRM software can increase their
sales by 29%, sales productivity by 34%, and forecast
accuracy by 42%.
• Social Selling: Social media has become a significant part
of sales strategies. 78% of salespeople using social media
outsell their peers.
• Additionally, 50.1% of social sellers attain their quotas
compared to 41.2% of sales reps who do not use social
media for sales.
7. Sales Nuggets: Some interesting facts
• Challenges of Salespeople: A study by HubSpot
found that 35% of salespeople say that getting a
response from prospects is the most challenging
part of the sales process.
• Influence of Online Reviews: Online reviews
significantly influence purchasing decisions.
• 91% of B2B buyers are influenced by word-of-mouth
when making their buying decisions.
8. Sales Nuggets: Some interesting facts
• Sales Team Productivity: On average, sales
representatives spend only one-third of their time
selling, with the remaining two-thirds dedicated to
administrative tasks and other activities.
• Content in Sales: Content marketing is integral to
sales.
• Approximately 70% of consumers prefer learning
about a company through articles rather than ads, and
84% of B2B executives start their purchasing process
with a referral or an introduction from content.
9. Introduction
• Sales management refers to the process of
planning, organizing, leading, and controlling an
organization's sales activities to achieve its sales
targets and objectives
10. Introduction
• It involves the supervision and coordination of the
sales team, as well as the development and
implementation of sales strategies and tactics.
11. Introduction
• Sales management is a critical function for
businesses, as the success of a company
often relies on its ability to generate revenue
through sales.
12. Key aspects of Sales Management
• Sales managers are responsible for defining sales targets
and objectives, which are typically based on the
organization's overall business goals and revenue targets.
Sales objective Setting
13. Key aspects of Sales Management
• This involves creating a sales plan that outlines the
strategies, tactics, and resources required to achieve
the sales objectives.
• Sales planning may include market research,
competitor analysis, and product positioning.
Sales Planning
14. Key aspects of Sales Management
• Sales managers often hire, train, and develop sales
representatives.
• They are responsible for building a capable and
motivated sales team.
Recruitment & Training
15. Key aspects of Sales Management
• Sales managers monitor the performance of their
sales team by tracking key performance
indicators (KPIs) such as sales revenue,
conversion rates, and customer satisfaction.
Performance Monitoring
16. Key aspects of Sales Management
• Predicting future sales is a crucial part of sales
management.
• Accurate forecasting helps in resource allocation and
inventory planning.
Sales Forecasting
17. Key aspects of Sales Management
• Sales managers play a significant role in motivating their
sales team, providing guidance, setting expectations, and
fostering a positive and productive work environment.
Motivation & Leadership
18. Key aspects of Sales Management
• Implementing CRM systems to manage customer
information, interactions, and sales leads is often a
part of sales management.
• These systems help in improving customer
relationships and sales efficiency.
Customer Relationship Management
19. Key aspects of Sales Management
• Decisions related to sales territories and
distribution channels are often made by sales
managers.
• They decide how to allocate resources and which
channels to utilize for reaching target markets.
Distribution & Territory Planning
20. Key aspects of Sales Management
• Sales managers analyze sales data to identify trends,
opportunities, and areas for improvement.
• They use this information to make informed decisions
and refine sales strategies.
Sales Reporting and Analysis
21. Key aspects of Sales Management
• Sales managers are typically responsible for
creating and managing the sales department's
budget, including expenses related to sales
activities, marketing, and salesforce
compensation.
Sales Budgeting
22. Key aspects of Sales Management
• Designing sales incentive programs and
compensation structures is a critical aspect of sales
management to motivate salespeople to meet or
exceed their targets.
Sales Incentive Planning
23. Conclusion
• Effective sales management is essential for
achieving and maintaining a competitive
advantage in the market.
• It requires a combination of strategic
thinking, leadership skills, and a deep
understanding of the product or service
being sold, the target market, and the
competitive landscape.
