To be able to address issues of sales persons’ productivity an organization should address issues holistically. Most companies when faced with low or even declining orders from their sales teams look for fast fix solutions by putting sales folks through a strenuous product sales training course which more often than not is organized around face to face selling skills. Issues around sales management meditation process as well as sales managers’ competencies are mainly given a go by. In a few programs, the sales managers are present as observers. But that’s a topic for another article.
Here let us examine sales management as well as the roles that a product sales director has to perform. Find out more about sales funnel software
If you ask a sales manager exactly what you are managing him or even she’ll more than likely say’ my sales team’ which needless to say is true; but is it right? Will directly managing the sales team lead to the sales manager achieving a target, or even to put it another way, is it only the sales individuals that must be managed to get results? You might say a manager of individuals achieves results through the people of his, but this speaker system only works if the office manager and his individuals know what they want to manage.
In case you asked a production manager in a factory the same question, what are you managing, he’d much more than likely act in response with an explanation such as:’ The production line. We consider the raw material in at one end and the items go out the various other. It is the job of mine to control that process to ensure we enjoy the production target with optimum performance and quality.’