Infocusselling’s Blog

April 6, 2009

Sales Management 2009: Even More Necessary Today

I was writing about sales management for this newsletter when I found others writing around the same topic. It looks like we are all onto something. This person talks about what is needed in a sales manager Hiring a Sales Manager.

Here is what you must get from your sales management function today:

  • strategic direction-how to create the maximum short and long term impact in your market in a niche that is underserved yet highly profitable
  • skills coaching and training-continually honing phone skills to get appointments and appointment skills to get commitments
  • performance mentoring-keeping salespeople motivated and working at their peak
  • feedback to top management-sales and marketing issues need to be fleshed out and communicated
  • ride along support-coaching the team in real time to get more commitments from more prospects.

The last numbers from Career Builder Salary Research showed that an average sales manager carries a salary over $85,000 and a top one costs over $130,000 plus benefits. For that kind of money, hold your sales manager accountable for results. What are they doing on each bullet point above? Every bullet point is critical-there’s no room for second rate today.

But what if your team is small and you can’t afford and don’t really need a 40-60 hour per week sales manager? Is the performance of your team any less important?

Even if you do not have a full time sales manager, someone needs to perform the functions listed above. Every sales team from 1 person to 1000 people needs direction and training. Several years ago I wrote about outsourcing as a strategy Outsourcing Inc. Today, outsourcing is more critical as companies look for ways to conserve cash yet have access the specific skills needed to grow a business. CRM Magazine wrote that outsourced sales training is more effective than internal sales training Outsourced Sales Training. It makes sense that a sales trainer who is engaged in full time training is going to be more effective than someone who does it 5-10% of the time.

ACTUM Group specializes in helping salespeople and sales teams reach and exceed their potential. If your team needs more direction and it seems to be missing the skills to get appointments and clients today, we should talk. We can provide sales management skills for the exact number of hours you need each week, without incurring the high overhead of full time employment. Call us at 577-3750 or email us at jeffbowe@actumgroup.com to tell us what you need to make this your best year yet.

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1 Comment »

  1. Jeff, this article was right on the money. We do about the same thing relative to sales management. All 5 of your points, particularly the last one, are the keys to sales management success. And thanks for including the total sales manager in the related posts section.

    tom

    Comment by Tom Schaber — April 7, 2009 @ 2:57 pm


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