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Manu SDM PPT 2

The document provides an introduction to sales management. It defines sales management as coordinating resources to achieve goals like increased sales volume and profits through continuous growth. The key responsibilities of a sales manager are outlined as demand forecasting, setting quotas, budgeting, organizing, recruiting, training, compensation, and performance evaluation. Additionally, the document discusses why sales management is important by improving product development, optimizing distribution, allowing for better financial decisions, and improving staff quality. Finally, it lists important tasks for sales managers like managing people, customer needs, and the business.

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Mohit Singhal
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82 views11 pages

Manu SDM PPT 2

The document provides an introduction to sales management. It defines sales management as coordinating resources to achieve goals like increased sales volume and profits through continuous growth. The key responsibilities of a sales manager are outlined as demand forecasting, setting quotas, budgeting, organizing, recruiting, training, compensation, and performance evaluation. Additionally, the document discusses why sales management is important by improving product development, optimizing distribution, allowing for better financial decisions, and improving staff quality. Finally, it lists important tasks for sales managers like managing people, customer needs, and the business.

Uploaded by

Mohit Singhal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPTX, PDF, TXT or read online on Scribd
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INTRODUCTION TO SALES

MANAGEMENT

Presentation By:
Manushreystha Anand - 0181BBA086
Harshita Arora – 0181BBA079
Nikhila Talwar – 0181BBA096
Shriya Bansal – 0181BBA115
What is Sales Management?
Sales management is the coordination of people and resources to effectively produce
the desired goal. These long term goals can be wide ranging, however they are
generally increased sales volume, contribution to profits, and continuous growth. To
achieve these objectives, sales managers have vast responsibilities including, but not
limited to: demand/sales forecasting, establishing quotas/objectives, budgeting,
organization, recruitment, training, compensation, and sales performance evaluation.
In the end of the day, however, the most important role of sales management is not to
manage sales, but to manage the people who make the sales.
Why is it important?
◦ Improves Product Development
◦ A sales management program includes having your sales staff keep in close touch
with customers and watching the competition to determine if your product line is as
relevant as it can be. Adding a new product to your line, changing or eliminating
features or dropping items from your product mix can all help you maximize your
sales and profits.

◦ Optimizes Distribution
◦ Sales reports not only provide you with information about what’s selling and how
much you’re selling, but where you are making your sales via the relationship
between sales and distribution processes. A sales management program evaluates
your distribution methods and maximizes their use.
◦ Better Financial Decisions
◦ Some of your best-selling products, in terms of volume, might provide your lowest
profit margins, causing a burden on your production and administration departments.
Detailed sales reports provide you with information on your overhead and production
costs, cost-of-sales expenses and profit margins. A low-margin item with high sales
volumes might provide a nice profit margin, making it a no-brainer item to keep in
your line.

◦ Improves Staff Quality


◦ A sales plan is only as good as the people who use it, and a key part of any sales
management program is recruiting, training and managing sales staff, according
to Management Study Guide. A good sales manager is able to motivate his sales team.
This includes developing their product knowledge, coaching them on calls, improving
writing and presentation skills and helping them work their territories effectively.
Important tasks in sales management
Managing people:
◦ Set targets, performance plans, and rigorous, objective standards for sales
representatives.
◦ Coach individual sales representatives one-on-one through phone work and
prospecting help sessions to help them improve sales performance.
◦ Recruit, select, onboard, and train new sales reps.
◦ In some cases, oversee regional and local sales managers.

◦ Managing customer needs:


◦ Maintain a deep understanding of customer needs and monitor their
preferences.
◦ Resolve escalated customer issues and customer complaints regarding sales and
service.
◦ Provide expertise when setting and adjusting pricing plans and discount rates.
Managing the business:

◦ Determine and assign sales quotas, targets, and/or goals.


◦ Develop sales strategies to acquire new customers or clients.
◦ Track sales team metrics and share them with company leadership.
◦ Analyze sales data on sales results and develop plans to address performance
gaps.
◦ Collaborate with marketing executives to develop lead generation plans.
◦ Prepare budgets and approve expenditures.
What role does a sales manager play
◦ 1. A sales manager is responsible for meeting the sales targets of the organization
through effective planning and budgeting.

◦ 2. A sales manager can’t work alone. He needs the support of his sales team where
each one contributes in his best possible way and works towards the goals and
objectives of the organization. He is the one who sets the targets for the sales
executives and other sales representatives. A sales manager must ensure the targets
are realistic and achievable.

◦ 3. The duties must not be imposed on anyone, instead should be delegated as per
interests and specializations of the individuals. A sales manager must understand who
can perform a particular task in the most effective way. It is his role to extract the
best out of each employee.
◦ A sales manager devises strategies and techniques necessary for achieving the sales
targets. He is the one who decides the future course of action for his team members.

◦ It is the sales manager’s duty to map potential customers and generate leads for
the organization. He should look forward to generating new opportunities for the
organization.

◦ A sales manager is also responsible for brand promotion. He must make the product
popular amongst the consumers. A banner at a wrong place is of no use. Canopies
must be placed at strategic locations; hoardings should be installed at important
places for the best results.

◦ Motivating team members is one of the most important duties of a sales manager.
He needs to make his team work as a single unit working towards a common
objective. He must ensure team members don’t fight amongst themselves and share
cordial relationship with each other.
What skills do you need to become a successful sales manager?

◦ Communicate
Frankly, the ability to communicate is essential to success in any field of endeavor.
When dealing with a team of salespeople, the Sales Manager must not only
communicate in the special language of “sales speak”, but also understand each team
member well enough to communicate in the ways they need, individually.

◦ Inspire and Motivate


The successful Sales Manager must be able to inspire sales team members and
motivate them to maximize their potential. To do that, the Sales Manager must be able
to instill in each team member a sense of purpose and an unabashed belief that they
are solving the customer’s problem, filling a void, satisfying a need, and curing a
pain.
◦ Lead
The abilities to communicate, inspire and motivate are hallmarks of leadership. When
these cornerstones are in place, the Sales Manager earns respect, and respect is
essential for being viewed as a leader. Leadership could be seen as the professional “It
Factor”.

◦ Manage
The ability to lead is not the same as the ability to manage. And vice versa. The ability
to manage – the sales function, the sales team, the day-to-day nitty gritty of sales
operations – is where the rubber meets the road for the Sales Manager. Management
requires oversight and accountability.

◦ Foster a Positive Work Culture


Sales teams are made up of individuals with different personalities and talents. When
the “chemistry” is right, it’s professional bliss. But when two or more team members
clash it is a never-ending nightmare that affects morale and acts like a poison to kill the
work culture. 
THANK
YOU.

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