How to be an effective sales leader…
It’s all about your interactions with your people
- What they do
- How well they do it
- When they do it
- Who they do it with
- How much of it they do
…to achieve the results
Sales Management involves using resources provided by management to achieve better results. There are 5 resources: products, pricing policy of the company, distribution infrastructure, advertising and sales promotion, and last but not least, the team of sales people the Sales Manager works with. By leading these people well and by setting objectives for them, a Sales Manager is expected to realize maximum sales out of the potential opportunity in the assigned territory.
“The job of a sales manager is to simultaneously use the available resources well to achieve the results of today, and develop these resources for the results of tomorrow.”
Changes in the market place can constantly make knowledge and skills of salespeople out of date. The job of a sales manager is to simultaneously use the available resources well to achieve the results of today, and develop these resources for the results of tomorrow. This is a question of continually assessing levels of knowledge, skills and attitudes of individuals in a sales team, rather than the team as a whole; and working on it using the principles of management by objectives so as to help them work well in the marketplace. This is well illustrated by the Mercuri Impact Training model.
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