sales manager

SALES MANAGER

Every company needs a sales manager. Even if you are a solopreneur, you are the sales manager.

 

I have this idea that everyone in the organization should have their titles changed to include sales. President of sales, sales accountant, shipping for sales, etc., I probably won’t get my way on this, but in almost every company with fewer than 25 employees, I rarely hear the owners talking about sales management.

The SALES MANAGER has one primary task:

DEVELOP A SALES TEAM TO INCREASE SALES AND PROFITS.

Even if you are a solopreneur, you want to manage your own sales production. You want to review prior years’ sales by customer, by product, by territory. You want to set up a plan for maintaining existing sales levels and increasing to new higher levels profitably. You want to analyze and plan for increasing sales with existing customers and in existing territories, as well as adding customers, territories, and distribution channels.

 

Now as you grow, and reach a point where you can hire a sales manager, you understand his job and can easily hand over responsibilities and authority as needed.

 

But, you ask, "where are the salespeople in all of this?" There’s nothing about managing a sales organization!

 

The salespeople are merely the tools of the above plan. You might hire commissioned, independent representatives to handle one territory or distribution channel. You might hire inside salespeople to handle a different territory. You might have offshore outbound sales teams working on another. Furthermore, you might be using an advertising campaign to drive phone calls to an order desk.

We will look at the details on other pages. See below.

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