about Sales management
However good the product or service you offer, all businesses rely on new sales opportunities to grow and develop. Although up-selling and cross-selling to existing customers can be extremely effective, it’s always important to integrate new business wherever possible.
That said, new sales opportunities rarely land straight on your desk, so learning how to improve the number of sales you get through the door is as essential a skill for bringing in new business as finding good quality leads.
So, how can you find and close more deals?1
Working at a company that specializes in helping sales managers hit (and, in many cases, exceed) their targets, I regularly discuss what tools they use. There are the basic ones like CRM, e-mail tracking software and LinkedIn. All are great tools and should be used daily, however only give you half the story: negotiation skills, positioning and previous interactions.
The other half of the story is the way that a sales manager leads and makes decisions. The best sales managers use data to influence their actions before they make them
Selling and managing require two very different sets of discipline. Although a significant level of experience within the environment you are managing is essential, the top-performing salesperson doesn’t always go on to make the best sales manager.
After all, if you make the step up, you’ll be selling significantly less than before (if at all) and the pressure for each sale to succeed becomes greater as the performance of others becomes even more important. You’re no longer judged on your own performance, but instead of the performance of the team around you