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11 Types of Sales Management

 , updated on July 15, 2017
Sales management is the practice of directing and controlling sales teams and functions. The following are common elements of sales management.

Sales Planning

Developing sales objectives, targets, strategies and a plan that outlines how targets will be met.

Incentives

Developing incentive structures such as sales quotas that align to your strategy.

Forecasting

Estimating sales for upcoming weeks and months based on data from your pipeline.

Sales & Operations Planning

Working with operations to align output with sales forecasts. For example, a fashion company that breaks down shoe sales by model and color so that a production line can produce the required items in time.

Sales Process

Implementing and managing a process of identifying leads, qualifying leads, developing opportunities and proposals, closing deals and managing customer relationships. Improving processes on a continual basis.

Sales Tools

Sponsoring information technology projects to provide productivity tools to sales teams.

Data

Cultivating valuable customer and market data and using it to improve strategy and forecasts.

Performance Management

Goal setting and performance management for sales teams.

Team Development

Using techniques such as team selling and product knowledge training to develop skills.

Tactics

Providing leadership in dealing with fast moving competitive situations such as proposal development, negotiation and closing.

Financial Management

Managing the financial structure of deals such as margins.
Overview: Sales Management
Type
Definition
The practice of directing and controlling sales teams and functions.
Related Concepts

Sales Management

This is the complete list of articles we have written about sales management.
Customer Data
Deal Desk
Demand Risk
Forecasting
Goal Setting
Lead Generation
Post-Sales
Production Line
Productivity
Revenue Operations
S&OP
Sales
Sales Cycle
Sales Goals
Sales Management
Sales Objectives
Sales Pipeline
Sales Planning
Sales Process
Sales Quota
Sales Risk
Sales Strategy
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Lead Generation

The common types of lead generation.

Revenue Operations

The definition of revenue operations with examples.

Sales

An overview of sales with examples.

Sales Planning

An overview of sales planning.

Sales Process

A reasonably standard sales process.

Sales Quota

An overview of sales quotas.

Sales Risk

A list of common sales risks.
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