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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.


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


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.


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.


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
DefinitionThe practice of directing and controlling sales teams and functions.
Related Concepts


This is the complete list of articles we have written about sales.
Account Management
Ambiguity Effect
Bargaining Power
Bias For Action
Bliss Point
Business Relationships
Buyer Persona
Call To Action
Choice Architecture
Churn Rate
Closing Techniques
Complex Sales
Concept Selling
Curiosity Drive
Customer Lifetime Value
Customer Motivation
Customer Needs Analysis
Customer Persona
Customer Profitability
Customer Relationships
Customer Retention
Customer Satisfaction
Customer Service
Deal Desk
Decoy Effect
Default Effect
Fear Of Missing Out
Figure Of Merit
Final Offer
Hard Selling
Ideal Customer Profile
Lead Generation
Lead Qualification
Low Ball
Marketing Channels
Message Framing
Needs Identification
Negotiation Process
Nudge Theory
Objection Handling
Personal Selling
Pricing Strategy
Product Differentiation
Product Knowledge
Promotion Strategy
Sales Activities
Sales Analysis
Sales Channels
Sales Data
Sales Development
Sales Efficiency
Sales Goals
Sales Management
Sales Metrics
Sales Model
Sales Objectives
Sales Pipeline
Sales Planning
Sales Process
Sales Risk
Sales Skills
Sales Strategy
Scarcity Marketing
Soft Selling
Solution Selling
Trade Fairs
Willingness To Pay
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Lead Generation

The common types of lead generation.

Revenue Operations

The definition of revenue operations with examples.


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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