Sales Management for Business Success
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Seminar
Seminar
On
On
Sales
Sales
Management
Management
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Table Contents
Definition
Introduction
Aspects of Sales Management
Goals for Sales Manager
Types of sales management
Sales
M
anagement
R
esponsibilities
Sales
M
anagement
Objectives
Conclusion
2
Definition
Sales management is the process of
developing a sales force, coordinating
sales operations and implementing sales
techniques that allow a business to
consistently hit, and even surpass, its sales
targets.
3
Introduction
•
Besides helping your company reach its sales
objectives, the sales management system
allows you to stay in tune with your industry
as it grows and can be the difference between
surviving and flourishing in an increasingly
competitive marketplace.
4
5
Aspects of Sales Management
•
There are three umbrellas to manage within the
sales process:
Sales operations
Sales strategy
Sales analysis
•
The process will vary from business to business,
especially as you work your way down the line,
but operations, strategy and analysis are the
three key starting or focal points.
6
Goals for Sales Manager
•
Setting sales goals and quotas
•
Motivating and mentoring the team
•
Creating sales plans and workflows
•
Hiring and onboarding new hires
•
Organizing sales training programs
•
CRM and pipeline management
•
Ensuring coordination with the sales
enablement and marketing teams
•
Overall team management
7
8
Types of sales management
B2C sales management:
•
Business-to-consumer (B2C) sales involve
selling goods and services directly to
consumers.
•
B2C sales often drive leads from
aggressive marketing strategies.
●●●
9
Types of sales management
B2B sales management:
•
Business-to-business (B2B) sales involve
selling goods and services directly to other
businesses.
•
B2B sales tend to involve higher value
products with longer sales cycles.
●●●
10
Types of sales management
Enterprise sales management:
•
Enterprise sales involve selling complex
goods or services directly to large companies.
•
Companies that sell enterprise solutions may
have multiple teams for different aspects of
the sale, such as sales engineers and inside
and outside sales teams.
●●●
11
Types of sales management
SaaS sales management:
•
Software as a service (SaaS) companies sell
software or applications over the web,
usually by subscription.
•
SaaS products are often sold by an inside
team who contacts potential customers by
phone or email and close the deal remotely.
12
Sales management responsibilities
Training:
•
You’re responsible for ensuring your
salespeople deliver the best possible
customer experience and meet their sales
targets.
•
This means identifying training gaps,
modeling good sales behaviors, training,
coaching, and mentoring.
●●●
13
Sales management responsibilities
Shadowing:
•
To get to know your salespeople and their
interactions with customers, you need to be
out in the field with them, on calls, and know
how their behaviors map onto their results
on key performance indicators (KPIs).
●●●
14
Sales management responsibilities
Meetings and aligning teams with objectives:
•
As a sales manager, you’ll facilitate
communication between your sales team,
support teams, and executive leadership.
•
You’ll also set objectives and key results
(KPIs), for the sales team and ensure goals
are communicated clearly and hit regularly.
●●●
15
Sales management responsibilities
Forecasting and reporting:
•
You need to report on sales performance
while keeping an eye on long-term growth
projections—both can inform strategic
decisions about the future direction of your
team and your company.
●●●
16
Sales management responsibilities
KPI management:
•
You need to get your entire team aligned
around key metrics so they know what day-
to-day expectations are—and what it takes to
succeed over time.
•
You’ll break goals down into key performance
indicators and KPIs into model behaviors that
lead to success.
17
Sales management objectives
•
Revenue generation
•
Increased sales volume
•
Sustained profits
•
Sales department growth
•
Market leadership
•
Prospect conversions
•
Motivating the sales force
18
Conclusion
Sales management is the process of hiring,
training and motivating sales staff, coordinating
operations across the sales department and
implementing a cohesive sales strategy that
drives business revenues.
19
References
•
Wikipedia.org
•
Google.com
•
Seminarppt.com
•
Studymafia.org
seminarppt.com
Sales management is the process of developing a sales force, coordinating operations, and implementing techniques to achieve and exceed sales targets. This seminar presentation covers sales management definition, importance, goals for managers, types of sales management, responsibilities, objectives, and key aspects like operations, strategy, and analysis. Dive into this resource to enhance your knowledge and strategies for effective sales management.
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Presentation Transcript
SeminarPpt.com Seminar On Sales Management Submitted to: Seminarppt.com Submitted By Seminarppt.com
Table Contents Definition Introduction Aspects of Sales Management Goals for Sales Manager Types of sales management Sales Management Responsibilities Sales Management Objectives Conclusion 2
Definition Sales management is the process of developing a sales force, coordinating sales operations and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. 3
Introduction Besides helping your company reach its sales objectives, the sales management system allows you to stay in tune with your industry as it grows and can be the difference between surviving and flourishing in an increasingly competitive marketplace. 4
Aspects of Sales Management There are three umbrellas to manage within the sales process: Sales operations Sales strategy Sales analysis The process will vary from business to business, especially as you work your way down the line, but operations, strategy and analysis are the three key starting or focal points. 6
Goals for Sales Manager Setting sales goals and quotas Motivating and mentoring the team Creating sales plans and workflows Hiring and onboarding new hires Organizing sales training programs CRM and pipeline management Ensuring coordination with the sales enablement and marketing teams Overall team management 7
Types of sales management B2C sales management: Business-to-consumer (B2C) sales involve selling goods and services directly to consumers. B2C sales often drive leads from aggressive marketing strategies. 9
Types of sales management B2B sales management: Business-to-business (B2B) sales involve selling goods and services directly to other businesses. B2B sales tend to involve higher value products with longer sales cycles. 10
Types of sales management Enterprise sales management: Enterprise sales involve selling complex goods or services directly to large companies. Companies that sell enterprise solutions may have multiple teams for different aspects of the sale, such as sales engineers and inside and outside sales teams. 11
Types of sales management SaaS sales management: Software as a service (SaaS) companies sell software or applications over the web, usually by subscription. SaaS products are often sold by an inside team who contacts potential customers by phone or email and close the deal remotely. 12
Sales management responsibilities Training: You re responsible for ensuring your salespeople deliver the best possible customer experience and meet their sales targets. This means identifying training gaps, modeling good sales behaviors, training, coaching, and mentoring. 13
Sales management responsibilities Shadowing: To get to know your salespeople and their interactions with customers, you need to be out in the field with them, on calls, and know how their behaviors map onto their results on key performance indicators (KPIs). 14
Sales management responsibilities Meetings and aligning teams with objectives: As a sales manager, you ll facilitate communication between your sales team, support teams, and executive leadership. You ll also set objectives and key results (KPIs), for the sales team and ensure goals are communicated clearly and hit regularly. 15
Sales management responsibilities Forecasting and reporting: You need to report on sales performance while keeping an eye on long-term growth projections both can inform strategic decisions about the future direction of your team and your company. 16
Sales management responsibilities KPI management: You need to get your entire team aligned around key metrics so they know what day- to-day expectations are and what it takes to succeed over time. You ll break goals down into key performance indicators and KPIs into model behaviors that lead to success. 17
Sales management objectives Revenue generation Increased sales volume Sustained profits Sales department growth Market leadership Prospect conversions Motivating the sales force 18
Conclusion Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. 19
References Wikipedia.org Google.com Seminarppt.com Studymafia.org
