Mastering Sales Management: Essential Elements and Practices

Key point 1: True sales experts are promoted to sales managers based on their excellent sales skills, but being a good salesperson does not necessarily make one a good manager.

Key point 2: There are ten key elements that every salesperson and sales manager should possess, including extroversion, organizational skills, planning, and recruiting and selecting the right salespeople.

📋 Defining the profile of a salesperson is crucial to ensure a successful recruitment process and avoid wasting resources.

🤝 A sales manager's role is to sell ideas and strategies to their sales team, as well as change habits and paradigms for improved performance.

💡 A sales manager must also promote new methods of sales administration and create opportunities for their salespeople.

📌 Marketing and sales should communicate effectively to ensure that salespeople are aware of marketing campaigns and promotions.

🗣️ Sales managers should participate in the design of marketing campaigns and make suggestions based on their knowledge of the product and operations.

🔀 Marketing's role is to attract potential customers, while sales is responsible for closing deals and converting leads.

📚 The key to effective sales management is recruiting and developing competent salespeople.

💼 Companies should focus on the qualities and competencies of salespeople rather than just their educational background.

📊 Sales managers need to analyze and use data to make informed decisions about sales effectiveness and performance.

🤝 A good sales manager should maintain a positive work environment and resolve conflicts effectively.

👥 The role of a sales manager goes beyond competition; it involves creating a cooperative environment and managing conflicts.

💼 Sales managers are responsible for administering sales operations, setting objectives, creating budgets, and developing strategies.

💪 Sales managers need to motivate and direct their sales force, ensuring appropriate compensation and incentives.

🎓 Continuous training and development are crucial for both sales managers and salespeople to succeed.

📚 There are 12 key competences that every salesperson should have, including tolerance for frustration, good communication skills, and time management.

👥 There is a generation gap between older and younger salespeople, and it is the responsibility of the sales manager to understand and motivate each generation accordingly.

💼 Sales managers should consider giving responsibilities and commissions to salespeople, allowing them to take risks and make mistakes, in order to create a sense of ownership and commitment to the brand.

📊 Intelligence and emotional training courses can be beneficial for salespeople from different generations to improve communication and understanding among them.

💰 The emotional salary, such as recognition and flexibility, is often more important to salespeople than monetary compensation.

📞 Telemarketing and digital marketing may not completely replace personal sales, as some customers still prefer face-to-face interactions for various reasons.

📚 Sales of products often rely on trust, while services are sold through consultative sales.

💼 A comprehensive sales training program with a focus on emotional intelligence is available for managers and sales representatives.

📈 Key indicators for evaluating the sales department include budget, costs, employee satisfaction, and customer satisfaction.

💡 The five steps of the sales process are: breaking the ice, researching, seducing with the product, closing the sale, and handling objections.

🌱 When starting a business, the sales department should consider the product, competition, and market to determine the ideal sales profile.