Sales Management: Shaping Future Sales Leaders

Saeed Ur Rehman
Fall - 2014
Introduction/Overview of
Sales Management
WHAT IS SALES MANAGEMENT?
Sales management is the attainment of sales force goals in an
effective and efficient manner through:
Planning
Staffing
Training
Leading
Controlling organizational resources
Planning
Staffing
Training
Leading
Controlling
organizational
resources
The conscious, systemic process of making
decisions about goals and activities that an
individual, group, work unit, or organization will
pursue in the future and the use of resources
needed to attain them.

Sales Management Functions
Planning
Staffing
Training
Leading
Controlling
organizational
resources
Activities undertaken to attract, develop, and maintain
effective sales personnel within an organization.
Sales Management Functions
Planning
Staffing
Training
Leading
Controlling
organizational
resources
The effort put forth by an employer to provide the
salesperson job-related culture, skills, knowledge,
and attitudes that result in improved performance
in the selling environment.
Sales Management Functions
Planning
Staffing
Training
Leading
Controlling
organizational
resources
The ability to influence other people toward the
attainment of objectives.
Sales Management Functions
Planning
Staffing
Training
Leading
Controlling
organizational
resources
Monitoring sales personnels activities, determining
whether the organization is on target toward its
goals, and making corrections as necessary.
Sales Management Functions
Sales Management Functions
Sales Management is the attainment of sales goals in an
ethical, efficient, and effective manner.


THE SYSTEMS VIEW OF AN ORGANIZATION
Organizational effectiveness is the degree to which
the organization achieves a stated objective.
Organizational efficiency refers to the amount of
resources used to achieve an organizational goal
To p S al e s L e ad e r s
( S t r at e g i c )
First-Line
Sales Leaders
(Operational)
Middle Sales
Leaders
(Tactical)
LEVELS IN THE ORGANIZATIONAL HIERARCHY
Regional Sales Leader
CEO
Presiden
t
V. President of Marketing
National Sales Leader
Zone Sales Leader
District Sales Leader
Assistant District Sales Leader
Non managerial Salespeople
Sales Trainee Salesperson Key Account
Skills Required


Top Sales Leaders
Middle Sales Leaders
First Line Sales Leaders
Skills
Top Sales Leaders
Middle Sales Leaders
First-Line Sales Leaders
Nonmanagerial Salespeople
Conceptual and
Decision Skills
People Skills Technical Skills
Sales Trainee
Salesperson
Key Account Salesman
Distt Sales Manager
Reg Sales Manager
Z. Sales Manager
National Sales Mgr.
Vice President Marketing
President
A SALES PERSONNEL CAREER PATH
Sales Management: Shaping Future Sales Leaders
Managing Sales Force Is Important
Sales department is the backbone of any
firm/company
Sales positions are hardest to fill
Sales consumes >20% of a firms revenue

$$$
Sales starting salaries are ~20% higher than other
marketing positions
Many CEOs get their start in sales
Sales managers earn more than managers in other areas
Sales jobs predicted to grow at a faster rate than other
professions
What do salespeople sell?

Selling
Includes:
Information
Services
Ideas
Hard goods
P&G Gillette
Mobilink
1-20
Selling a Service
Financial services
Radio, television, and
Internet advertising
Newspaper advertising

Hotel, motel, and
convention center
services
Real estate
Insurance
Banking
Business services
Discussion Questions
What do you mean by sales?
How do you define it?

Definition of Sales
Profitable exchange of products, ideas,
information and services (against money)
in which both the seller and the purchaser
have mutual confidence and long lasting
satisfaction
Sales Titles Vary
Account executive
Sales representative
Sales account manager
Relationship manager
District representative
Missionary representatives
Sales consultant
Client development manager
Sales associate
Marketing representative
Territory manager
Key account manager
Employment Settings in Selling Today
Selling a service
Selling for a retailer
Selling for a wholesaler
Selling for a manufacturer
Retail Selling
Recreational vehicles
Television and radio
receivers
Furniture/decorating
supplies
Tires and related accessories
Computers

Product categories like these usually require a high degree
of personal selling
Automobiles
Musical instruments
Photographic equipment
Fashion apparel
Major appliances

Wholesale Selling
Inside salesperson
Relies heavily on phone
orders
More office-based
Internet often used for
support
Inside sales growing in
popularity as a cost-saving
move
Outside salesperson
On-the-road
Duties vary
Often must be familiar with
many products
Must know details of
customers operation
Serves as consultant to the
customer
Manufacturer Selling
Field salesperson
Gains new customers
Increases sales for
existing customers
Detail salesperson
Pharmaceutical
Sales engineer
Knows technical details
Must identify, analyze, solve
customer problems
Inside salesperson
Takes orders
Supports field staff
Telemarketing Sales Channel
Telemarketing: a channel in which the sales
process is conducted by telephone
Serves two purposes: sales and service
Inside sales, backup for outside sales
Sometimes used to maintain contact with smaller
customers
Also used to find and qualify prospects
How Salespeople Spend an Average
46-Hour Work Week
Sales Hierarchy
Sales Director
Sales
Planning
Sales
Training
RSM
South
ASMs
RSM
North
ASMs
Field
Supervisors
Sales Reps Sales Reps
Field
Supervisors
Sales Management: Shaping Future Sales Leaders