Sales management is the practice of directing and controlling sales teams and functions. The following are common elements of sales management.
Sales PlanningDeveloping sales objectives, targets, strategies and a plan that outlines how targets will be met.
IncentivesDeveloping incentive structures such as sales quotas that align to your strategy.Estimating sales for upcoming weeks and months based on data from your pipeline.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.
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 ToolsSponsoring information technology projects to provide productivity tools to sales teams.
DataCultivating valuable customer and market data and using it to improve strategy and forecasts.
Performance ManagementGoal setting and performance management for sales teams.
Team DevelopmentUsing techniques such as team selling and product knowledge training to develop skills.
TacticsProviding leadership in dealing with fast moving competitive situations such as proposal development, negotiation and closing.
Financial ManagementManaging the financial structure of deals such as margins.
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The common types of lead generation.
The definition of revenue operations with examples.
An overview of sales with examples.
An overview of sales planning.
A reasonably standard sales process.
An overview of sales quotas.
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