about Sales management
It may sound like it’s easy to describe what a sales manager’s role is but so many get it so wrong.
Realistically, a sales manager should only concentrate on two areas:To manage their team to achieve TODAY’S goals To recruit, develop and nurture their team to achieve TOMORROW’S goals
It’s that simple
It’s the end of the quarter and Bob has yet again generated the most revenue in his team.
Round of applause.
But, does Bob actually deserve his round of applause and is he actually your best salesperson
Without knowing the market situation and breaking down results, you’ll never know.
Here’s a scenario to consider:
Demand for product 1 is rising by 10% per annum. Demand for product 2 is dropping by 10% per annum
A B2B sales role may seem straight forward, however, in truth it’s not. Every salesperson needs to consider what happens, before, during and after the sales process.
A modern-day salesperson will have a lot of distractions with ever-changing procedures, keeping on top of admin and a host of new tools entering the market.
Fortunately, sales enablement exists to combat these distractions to ensure that your sales team achieve their goals