Sales management is not equal to sales measurement—it’s a lot more important. Over the years, a lot of sales managers have been focused on looking at reports and analyzing numbers and trends---all good stuff, but this is really like trying to drive a car by looking in the rearview mirror. There is very little a manager can do to affect what has already happened. (The same thing goes for reading call reports).
Professional sales management = proactive sales management. The goal is to make the right things happen (on a daily basis) to ensure that you are truly getting the results you want.
Take a simple example: Most sales organizations want to add new customers. Sounds great…may be great, but from a management perspective, you have to do more than simply acknowledge the sales that are coming from new customers.
Here are a few diagnostic questions:
The goal of this program is to provide sales managers with some key definitions and a handful of tools and processes that you can implement---the day you get back—without any investment in technology. A lot of being a good sales manager has to do with intangibles…no one can teach you those. But you can add a process component to the approach and not only improve effectiveness but spend less time doing it. More effective less work---not a bad combination.