Share on Facebook Whether newly promoted into the position or bringing experience to the post, the sales manager can find the job daunting. The sales manager must staff, train, coach and lead the team. She must also help close the big sales and be a liaison between the sales team and others in the company, many of whom regard salespeople with suspicion.
Being organized and following a plan can help the manager create order out of chaos.
Foundation Step 1 Lay the groundwork. For a manager establishing a sales organization, the planning process begins with decisions about hiring salespeople, writing a compensation plan and laying out territories.
When assembling the team, the manager must decide whether salespeople should be direct hires or independent reps. Step 2 Decide whether to hire seasoned reps or rookies who might require more training. If there are reps in remote locations, they should be more experienced and able to work independently.
Step 3 Establish pay scales.
The compensation plan must be sufficiently rewarding to assure that the team will be well-motivated. Assignments might be geographic or by product line. Ground Game Step 1 Organize the territory. A major part of sales management is forecasting revenue. The manager must determine how many prospects there are in the sales territory, how many are likely to become customers, and what the average revenue per sale is likely to be.
This will provides a rough guide that can be revised as actual numbers become available. Step 2 Work through the sales funnel -- that is, develop a good sense of how many prospects will become qualified leads that convert to customers.
It is also important to know how long the sales cycle is. Step 3 Budget for salaries, commissions and miscellaneous expenses. The sales organization is typically run as a profit center, so the manager must plan for cash outflow as well as inflow.
Maintenance Step 1 Monitor weekly reports and make necessary adjustments.
Reports should contain a record of sales completed, prospects, projected revenue, closing probability and time frames. Monitoring weekly reports will reveal who is succeeding and who needs help. Step 2 Schedule regular training sessions.
Step 3 Set aside time for trouble-shooting. Whether it is to help a rep close a sale or to calm a disgruntled customer, the manager must schedule available time for these activities.
The manager must also be a liaison with the rest of the company and defend the team because salaried employees do not understand why sales reps make so much money.A good sales plan should include both the overarching strategy -- such as building a strong business network; and the tactics you'll use to get there -- such as attending trade shows, signing up for a LinkedIn account, joining the Chamber of Commerce, etc.
3 • The sales manager has a budget to compensate participants for mistakes in incentive compensation payments. • The CEO talks about the importance of a company-wide focus on new business, but it is not. A sales plan is a strategic business tool which identifies your business goals and how to meet them over a specific time frame.
Sales plans usually contains a list of the smart goals and targets of your business along with the necessary steps and strategies you need to use in order to achieve such targets.
This section of your business plan provides a high-level review of the different elements of your business. This is akin to an extended (e.g. "Managed a sales force of ten people," "Managed a department of fifteen successful business owners/managers can go a long way toward enhancing your company's credibility and perception of.
How to Write a Great Business Plan: Management Team. She also has extensive customer service and sales experience, having worked for four years as the online manager of Pro Parts Unlimited, an. Kane Bank Services 1 Successful Sales Leadership I for Branch Managers This three-day course teaches the branch managers how to focus on the activities.