{"id":23735,"date":"2020-01-27T14:24:00","date_gmt":"2020-01-27T14:24:00","guid":{"rendered":"https:\/\/www.klozers.com\/?p=23735"},"modified":"2024-07-24T16:10:23","modified_gmt":"2024-07-24T15:10:23","slug":"sales-management","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/pt-br\/sales-management\/","title":{"rendered":"The Complete Guide to Sales Management"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"23735\" class=\"elementor elementor-23735\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39787ef elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39787ef\" data-element_type=\"section\" data-e-type=\"section\" id=\"topquestion\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0103f09\" data-id=\"0103f09\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0b00a86 elementor-widget elementor-widget-heading\" data-id=\"0b00a86\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sales Management - Top Questions from Google<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0272354 elementor-widget elementor-widget-heading\" data-id=\"0272354\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">What is sales management?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-489ee7f elementor-widget elementor-widget-text-editor\" data-id=\"489ee7f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Sales Management is the leadership, management and administration of several interlocking sales functions, that enable organisations to meet or exceed the objectives of the company\u2019s growth strategy. The nature of Sales Management can include many different roles such as Customer Relationship Management, Strategy, Process, Territory Management, Technology &amp; Tools, Pipeline Management, Hiring and Sales Coaching.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d831233 elementor-widget elementor-widget-heading\" data-id=\"d831233\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">What is sales management Important?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0f1bd44 elementor-widget elementor-widget-text-editor\" data-id=\"0f1bd44\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Sales Management is important because it provides the structure, support and environment for salespeople to exceed their goals. Furthermore, Sales Managers set an often subconscious bar on what productivity and performance are acceptable in the business from which Salespeople take their lead. The advent of new technologies has increased the workload and complexities of Sales Managers, especially when many still carry a sales target. These new technologies and the new markets now available over the web, can make the Sales Manager the difference between a business surviving or thriving.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7f41c6d elementor-widget elementor-widget-template\" data-id=\"7f41c6d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data--id=\"0\" data-obj-id=\"0\" data-elementor-id=\"25533\" class=\"elementor elementor-25533 e--0\" data-elementor-post-type=\"elementor_library\">\n\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-5d8b2760 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d8b2760\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-25523ce0\" data-id=\"25523ce0\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-bd6c4ab elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bd6c4ab\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-9126751\" data-id=\"9126751\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4efd8197 elementor-widget elementor-widget-heading\" data-id=\"4efd8197\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">There\u2019s a new way to deliver sales growth\u2026<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-51b92f3d elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"51b92f3d\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-17d02f7\" data-id=\"17d02f7\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-52ec5e82 elementor-widget elementor-widget-text-editor\" data-id=\"52ec5e82\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Don&#8217;t buy Sales Training until you&#8217;ve watched <a href=\"https:\/\/www.klozers.com\/dont-buy-sales-training\/\" class=\"greenText\">this video<\/a>&#8230;<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-3497172\" data-id=\"3497172\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-73aebc06 elementor-widget elementor-widget-image\" data-id=\"73aebc06\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.klozers.com\/dont-buy-sales-training\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"937\" height=\"555\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1.jpg\" class=\"attachment-large size-large wp-image-25825\" alt=\"\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1.jpg 971w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-600x355.jpg 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-300x178.jpg 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/09\/video-still1-768x455.jpg 768w\" sizes=\"auto, (max-width: 937px) 100vw, 937px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ea6750c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ea6750c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0268f37\" data-id=\"0268f37\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-aaa8572 elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"aaa8572\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:&quot;.widget-title&quot;,&quot;marker_view&quot;:&quot;bullets&quot;,&quot;icon&quot;:{&quot;value&quot;:&quot;far fa-arrow-alt-circle-right&quot;,&quot;library&quot;:&quot;fa-regular&quot;,&quot;rendered_tag&quot;:&quot;&lt;svg class=\\&quot;e-font-icon-svg e-far-arrow-alt-circle-right\\&quot; viewBox=\\&quot;0 0 512 512\\&quot; xmlns=\\&quot;http:\\\/\\\/www.w3.org\\\/2000\\\/svg\\&quot;&gt;&lt;path d=\\&quot;M504 256C504 119 393 8 256 8S8 119 8 256s111 248 248 248 248-111 248-248zm-448 0c0-110.5 89.5-200 200-200s200 89.5 200 200-89.5 200-200 200S56 366.5 56 256zm72 20v-40c0-6.6 5.4-12 12-12h116v-67c0-10.7 12.9-16 20.5-8.5l99 99c4.7 4.7 4.7 12.3 0 17l-99 99c-7.6 7.6-20.5 2.2-20.5-8.5v-67H140c-6.6 0-12-5.4-12-12z\\&quot;&gt;&lt;\\\/path&gt;&lt;\\\/svg&gt;&quot;},&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<h4 class=\"elementor-toc__header-title\">\n\t\t\t\tIn this article we will cover...\t\t\t<\/h4>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__aaa8572\" aria-expanded=\"true\" aria-label=\"Open table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__aaa8572\" aria-expanded=\"true\" aria-label=\"Close table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__aaa8572\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e30749e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e30749e\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-bc67c09\" data-id=\"bc67c09\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fc383bc elementor-widget elementor-widget-text-editor\" data-id=\"fc383bc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><em>&#8220;The most useful and best days training I&#8217;ve ever had.\u00a0 Love your style.&#8221;<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1f5dbc9 elementor-widget elementor-widget-text-editor\" data-id=\"1f5dbc9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gary CEO<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-00b6c0b\" data-id=\"00b6c0b\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0a633de elementor-align-right elementor-widget__width-initial elementor-widget elementor-widget-button\" data-id=\"0a633de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/sales-team-coaching\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Check out our OKR based <br>Sales Team Coaching<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6543eb4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6543eb4\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-aceed5e\" data-id=\"aceed5e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c861580 elementor-widget elementor-widget-heading\" data-id=\"c861580\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">1. Sales Management Strategy<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3b125a elementor-widget elementor-widget-text-editor\" data-id=\"b3b125a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The Sales Management Strategy you use is dependent on the type of sales team that you are running or taking over (if you are a new hire). Given how fast the Sales Environment changes it&#8217;s unwise to create any Strategy for longer than three years. Even within three years, part of your Strategy will need to be revised due to changes in the market and technology and the ability to drive and accept is one of the key features in the Sales Maturity Model. Your Strategy should revolve around the following:<\/p><div class=\"wp-container-6 wp-block-columns\"><div class=\"wp-container-4 wp-block-column\"><h3><strong>1.1 SALES MATURITY<\/strong><\/h3><p>Sales Maturity indicates the position the sales team is in, within the Sales Maturity Model. This is important because at each stage of Sales Maturity a Sales Manager is faced with different problems and what may be important in Stage 3 is simply not applicable in Stage 1.<\/p><h3><strong>1.2 BUSINESS OBJECTIVES<\/strong><\/h3><p>The function of Sales is to meet or exceed the objectives that the business has set. These may be short term and more tactical in their nature or long term and more strategic. Whilst long term 3-year Strategic objectives may be important it&#8217;s worthless if the business can&#8217;t meet it&#8217;s short term requirements for cash flow, which may require some tactical planning to overcome.<\/p><h3><strong>1.3 PEOPLE<\/strong><\/h3><p>As Sales are the lifeblood of every business, then salespeople are the lifeblood of the Sales Department. For any Sales Management Process &amp; Strategy to be effective you will need the Salespeople and Team Leaders to be able to execute the strategy. This can then create difficult choices between strategy and people. As an example, should you retain a top-performing salesperson when they are hugely disruptive, if part of your longer-term strategy is to improve the culture, and sales skills of the sales team? Should I provide <a href=\"https:\/\/www.klozers.com\/sdr-sales-training-courses\/\">sales training<\/a> to salespeople who do not want it, despite the fact they are underperforming?<\/p><h3><strong>1.4<\/strong>\u00a0<strong>STARTING POINT\u00a0<\/strong><\/h3><p>Regardless of where the <a href=\"https:\/\/www.klozers.com\/how-to-motivate-a-sales-team-without-money\/\">sales team<\/a> is in terms of maturity and competence, you will need to create a plan to share with the other stakeholders in the business. It makes sense then to benchmark where the sales team is against the industry best practice. From these results, you can create an Improvement Plan that you can follow.<\/p><p># <a href=\"https:\/\/www.klozers.com\/sales-courses\/\">sales management process # sales manager best practices # effective sales management # sales management course<\/a><\/p><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2379c6f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2379c6f\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c906b65\" data-id=\"c906b65\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-32cefeb elementor-widget elementor-widget-video\" data-id=\"32cefeb\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/rMhjbMXLVVY&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-00d032d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"00d032d\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-def6e3a\" data-id=\"def6e3a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-80c33eb elementor-widget elementor-widget-heading\" data-id=\"80c33eb\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"whyaresales\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">2. Sales Management Framework Example<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8692447 elementor-widget elementor-widget-text-editor\" data-id=\"8692447\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Regardless of the products, services or industry, every successful business has 7 common sales management areas. The complexity and importance will however, vary for every company, what works best for Microsoft might not work for Apple.\u00a0<\/p><p>What works best for a Mid Market company may not work for an SME. They do however, all have these 7 common sales functions which can be used as a framework to benchmark and audit any sales unit.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7603c5c elementor-widget elementor-widget-heading\" data-id=\"7603c5c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.1 Sales Strategy<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa43b7e elementor-widget elementor-widget-text-editor\" data-id=\"aa43b7e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Is the Sales Strategy aligned with the overall growth strategy of the business?<\/p><p>b) Do the Salespeople follow the Sales Strategy?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f95dd8a elementor-widget elementor-widget-heading\" data-id=\"f95dd8a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.2 Sales Process<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-80ff467 elementor-widget elementor-widget-text-editor\" data-id=\"80ff467\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Are there defined and comprehensive sales processes in place?<\/p><p>b) Are the <a href=\"https:\/\/www.klozers.com\/consultative-sales-process\/\">sales processes<\/a> being consistently followed and recorded by everyone?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6993005 elementor-widget elementor-widget-heading\" data-id=\"6993005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.3 Sales People<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c7d9c34 elementor-widget elementor-widget-text-editor\" data-id=\"c7d9c34\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Is the business recruiting, developing and hiring the right people?<\/p><p>b) Does the Sales Unit objectively record people performance and review accordingly?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b7170bb elementor-widget elementor-widget-heading\" data-id=\"b7170bb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.4 Sales Channels<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8ea4342 elementor-widget elementor-widget-text-editor\" data-id=\"8ea4342\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Are all the appropriate sales channels being used?<\/p><p>b) Are all the sales channels adequately supported and managed?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c8b1326 elementor-widget elementor-widget-heading\" data-id=\"c8b1326\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.5 Sales technology<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-201b88b elementor-widget elementor-widget-text-editor\" data-id=\"201b88b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Does the sales technology, tools and data enhance the customer experience?<\/p><p>b) Does the sales technology tools and data provide accurate management reports and accountability?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e0e0b91 elementor-widget elementor-widget-heading\" data-id=\"e0e0b91\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.6 Sales Customers<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-91916d1 elementor-widget elementor-widget-text-editor\" data-id=\"91916d1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) How are our customer relationships segmented and managed?<\/p><p>b) How do we measure, record and report success in our customer relationships?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34c7da3 elementor-widget elementor-widget-heading\" data-id=\"34c7da3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2.7 Sales Leaders<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f1aca58 elementor-widget elementor-widget-text-editor\" data-id=\"f1aca58\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>a) Are Sales Leaders creating a positive and supportive environment that rewards and encourages success?<\/p><p>b) Do the <a href=\"https:\/\/www.klozers.com\/product\/executive-sales-coaching\/\">Sales Leaders<\/a> lead or do they manage?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-086e72f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"086e72f\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9bde724\" data-id=\"9bde724\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2e339f7 elementor-widget elementor-widget-heading\" data-id=\"2e339f7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">related content on sales management<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"e-add-querytype-post e-add-queryskin-grid elementor-element elementor-element-361032f elementor-hidden-desktop elementor-hidden-tablet elementor-hidden-mobile e-add-col-4 e-add-col-tablet-3 e-add-col-mobile-1 e-add-posts-layout-default e-add-align-left elementor-widget elementor-widget-e-query-posts\" data-id=\"361032f\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;grid_grid_type&quot;:&quot;flex&quot;,&quot;grid_columns_grid&quot;:&quot;4&quot;,&quot;grid_columns_grid_tablet&quot;:&quot;3&quot;,&quot;grid_columns_grid_mobile&quot;:&quot;1&quot;,&quot;scrollreveal_effect_type&quot;:&quot;0&quot;}\" data-widget_type=\"e-query-posts.grid\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t                <div class=\"e-add-posts-container e-add-posts  e-add-skin-grid e-add-skin-grid-flex \">\r\n                    <div class=\"e-add-posts-wrapper e-add-proto-wrapper e-add-wrapper-grid e-add-wrapper-e-skin \">\r\n                <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-10370 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-consulting tag-sales-management tag-sales-performance\" data-post-id=\"10370\" data-index=\"0\">\r\n                    <div class=\"e-add-post-block e-add-post-block-0\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/fractional-sales-management\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/Fractional-Sales-Management-1024x575.png\" class=\"attachment-large size-large wp-image-10371\" alt=\"Fractional Sales Management\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/Fractional-Sales-Management-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/11\/Fractional-Sales-Management-600x337.png 600w, 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page type-page status-publish\" data-post-id=\"22623\" data-index=\"1\">\r\n                    <div class=\"e-add-post-block e-add-post-block-1\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/cursos-de-formacao-em-vendas\/curso-de-formacao-em-gestao-de-vendas\/\"><figure class=\"e-add-img\"><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/cursos-de-formacao-em-vendas\/curso-de-formacao-em-gestao-de-vendas\/\" title=\"Curso de Forma\u00e7\u00e3o em Gest\u00e3o de Vendas\">Curso de Forma\u00e7\u00e3o em Gest\u00e3o de Vendas<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-6226 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-consulting tag-saas tag-sales-management\" data-post-id=\"6226\" data-index=\"2\">\r\n                    <div class=\"e-add-post-block e-add-post-block-2\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/benefits-of-teamwork\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork-1024x575.png\" class=\"attachment-large size-large wp-image-6229\" alt=\"10 Benefits of Teamwork\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork-600x337.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork-300x169.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork-768x431.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/10-Benefits-of-Teamwork.png 1303w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/benefits-of-teamwork\/\" title=\"10 Essential Benefits of Teamwork that Drive Growth\">10 Essential Benefits of Teamwork that Drive Growth<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-6233 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-training category-sales-training-courses tag-sales-management\" data-post-id=\"6233\" data-index=\"3\">\r\n                    <div class=\"e-add-post-block e-add-post-block-3\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/objectives-of-sales-management\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management-1024x575.png\" class=\"attachment-large size-large wp-image-6238\" alt=\"Objectives of Sales Management\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management-600x337.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management-300x168.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management-768x431.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/06\/Objectives-of-Sales-Management.png 1302w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/objectives-of-sales-management\/\" title=\"12 Critical Objectives of Sales Management\">12 Critical Objectives of Sales Management<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-5976 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-training category-sales-training-courses tag-featured tag-saas tag-sales-management\" data-post-id=\"5976\" data-index=\"4\">\r\n                    <div class=\"e-add-post-block e-add-post-block-4\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/how-to-manage-sales-activity\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity-1024x575.png\" class=\"attachment-large size-large wp-image-5977\" alt=\"How to manage sales activity\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity-600x337.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity-300x168.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity-768x431.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/05\/How-to-Manage-Sales-Activity.png 1301w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/how-to-manage-sales-activity\/\" title=\"How to Manage Sales Activity\">How to Manage Sales Activity<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-4558 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-training category-sales-training-courses tag-sales-management\" data-post-id=\"4558\" data-index=\"5\">\r\n                    <div class=\"e-add-post-block e-add-post-block-5\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/what-makes-a-great-sales-manager\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"575\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-1024x575.png\" class=\"attachment-large size-large wp-image-4560\" alt=\"What Makes a Great Sales Manager\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-1024x575.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-600x337.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-300x168.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-768x431.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager-1536x862.png 1536w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/What-makes-a-great-sales-manager.png 1757w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/what-makes-a-great-sales-manager\/\" title=\"What makes a great Sales Manager?\">What makes a great Sales Manager?<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-22774 post type-post status-publish format-standard has-post-thumbnail hentry category-nao-categorizado category-formacao-em-vendas tag-gestao-de-vendas tag-saas-pt-br\" data-post-id=\"22774\" data-index=\"6\">\r\n                    <div class=\"e-add-post-block e-add-post-block-6\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/planeamento-de-canais-em-gestao-de-vendas\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"578\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-1024x578.png\" class=\"attachment-large size-large wp-image-21817\" alt=\"Planeamento de Canais em Gest\u00e3o de Vendas\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-1024x578.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-600x339.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-300x169.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-768x434.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1-1536x867.png 1536w, https:\/\/www.klozers.com\/wp-content\/uploads\/2021\/02\/Planning-in-Sales-Channel-Management-1.png 1757w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/planeamento-de-canais-em-gestao-de-vendas\/\" title=\"O Guia Completo de Planeamento de Canais em Gest\u00e3o de Vendas\">O Guia Completo de Planeamento de Canais em Gest\u00e3o de Vendas<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                    <article class=\"e-add-querytype-post e-add-post e-add-post-item e-add-post-item-361032f e-add-proto-item e-add-item-grid e-add-item-e-skin  post-1764 post type-post status-publish format-standard has-post-thumbnail hentry category-sales-consulting tag-featured tag-sales-management\" data-post-id=\"1764\" data-index=\"7\">\r\n                    <div class=\"e-add-post-block e-add-post-block-7\">\r\n\r\n                <div class=\" e-add-item e-add-item_image elementor-repeater-item-57f34e6\" data-item-id=\"57f34e6\"><a class=\"e-add-post-image\" href=\"https:\/\/www.klozers.com\/pt-br\/how-to-motivate-a-sales-team-without-money\/\"><figure class=\"e-add-img\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"615\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-1024x615.jpg\" class=\"attachment-large size-large wp-image-2089\" alt=\"Sales Team Motivation\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-1024x615.jpg 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-600x361.jpg 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-300x180.jpg 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-768x461.jpg 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-1536x923.jpg 1536w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation-1320x793.jpg 1320w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/02\/Sales-Team-Motivation.jpg 1606w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/a><\/div><div class=\" e-add-item e-add-item_title elementor-repeater-item-5905be7\" data-item-id=\"5905be7\"><h3 class=\"e-add-post-title\"><a href=\"https:\/\/www.klozers.com\/pt-br\/how-to-motivate-a-sales-team-without-money\/\" title=\"How to Motivate a Sales Team Without Money\">How to Motivate a Sales Team Without Money<\/a><\/h3><\/div>            <\/div>\r\n                        <\/article>\r\n                        <\/div>\r\n                        <\/div>\r\n                        \t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-613be13 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"613be13\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-c696691\" data-id=\"c696691\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7ba2b9b elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"7ba2b9b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/motivate-a-sales-team-without-money\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Motivating a Sales Team without money<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-ab40e42\" data-id=\"ab40e42\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-acf792f elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"acf792f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/how-to-manage-sales-activity\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Managing Sales team Activity<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-a869835\" data-id=\"a869835\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-26f4424 elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"26f4424\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/channel-planning-in-sales-management\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Channel PLanning for Sales<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-a72098c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a72098c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-ca965d3\" data-id=\"ca965d3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1b9a50e elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"1b9a50e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/objectives-of-sales-management\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Sales Management Objectives<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-45a31b2\" data-id=\"45a31b2\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-539a681 elementor-widget__width-inherit elementor-align-center elementor-widget elementor-widget-button\" data-id=\"539a681\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/exec-sales-coaching\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Exec Sales Coaching<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-93da090\" data-id=\"93da090\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a516b8c elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"a516b8c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/what-makes-a-great-sales-manager\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">What Makes a Great Sales Manager<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-7f01ad8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7f01ad8\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-c8db8aa\" data-id=\"c8db8aa\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4d2329f elementor-align-center elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"4d2329f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/benefits-of-teamwork\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Benefits of Teamwork <br>in sales<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-8ea66a1\" data-id=\"8ea66a1\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7c0a717 elementor-align-center elementor-widget__width-inherit elementor-widget elementor-widget-button\" data-id=\"7c0a717\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/sales-training-courses\/sales-management-training-course\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Sales Management<br>Training Course<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-139544c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"139544c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a9c8cec\" data-id=\"a9c8cec\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-083e396 elementor-widget elementor-widget-heading\" data-id=\"083e396\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"typesofsales\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">3. How to Set KPIs for Sales<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a7d3840 elementor-widget elementor-widget-text-editor\" data-id=\"a7d3840\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Once the Sales Unit has been benchmarked and an Improvement Plan has been created, it\u2019s important to set new Sales Management Goals &amp; KPI\u2019s.<\/p><p>A Goal would relate to our end objective, whereas a KPI is a milestone on the route to achieving a goal. One without the other is worthless.<\/p><p>These goals should include rolling 30, 60 and <a href=\"https:\/\/www.klozers.com\/sales-training-courses\/90-day-sales-planning\/\">90 Day targets<\/a> in addition to Q1, 2, 3 &amp; 4.<\/p><p>It\u2019s important that any KPI\u2019s you set are within your control and you have the ability to influence, whether you meet the target or not.<\/p><p>The Goals and KPI\u2019s should,\u00a0<strong>where possible be, \u201cLead Indicators\u201d and not \u201cLag Indicators\u201d,\u00a0<\/strong>for example Monthly Sales Revenue is a Lag Indicator that in some instances you have little control over.<\/p><p>What you can control however is the Monthly Sales Activity that drives those revenue figures.<\/p><p>Lagging indicators are also important and must be recorded and used to influence future Lead Indicators.<\/p><p>In certain circumstances, it may not be possible to measure the KPI\u2019s if the systems and reporting are not available.<\/p><p>This could mean in the short term the priority is to create the recording and reporting systems.<\/p><p>This can be dangerous, as an example you may need to completely replace a CRM system, which can be a huge project as you migrate data and face the unknown and complex technical issues, as well as the natural resistance encountered with Change.<\/p><p>Where possible delay any complex and technical projects and focus on the low hanging fruit and use the shiny new CRM that everyone wants as a reward for hitting new sales targets.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3917598 elementor-widget elementor-widget-heading\" data-id=\"3917598\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">3.1 Sales management system<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49a0b16 elementor-widget elementor-widget-text-editor\" data-id=\"49a0b16\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Use a Sales Management System to create either manual Dashboards in MS Excel or digital dashboards in your CRM, to record and track the Goals and KPI&#8217;s.<\/p><p>We use a Sales Scorecard System based on\u00a0<a href=\"https:\/\/hbr.org\/topic\/balanced-scorecard\" target=\"_blank\" rel=\"noopener\">Harvards Balanced Scorecard\u00a0<\/a>which we have adapted to sales.<\/p><p>The Scorecard focuses on the four main areas of Sales which are Finding New Sales Opportunities, Klozing More Sales Opportunities and Growing More Sales Opportunities.<\/p><p>The last quadrant is called the Developing quadrant and focuses on the development of the Salespeople.<\/p><figure><table><thead><tr><th>\u00a0<\/th><th>\u00a0<\/th><th data-align=\"center\">TABLE OF SALES MANAGEMENT KPI&#8217;s<\/th><\/tr><\/thead><tbody><tr><td>1.<\/td><td>Initial Sales Meetings<\/td><td data-align=\"center\">In B2B Sales most sales start with a meeting but this could be a Webinar or Call<\/td><\/tr><tr><td>2.<\/td><td>Follow Up Sales Meetings<\/td><td data-align=\"center\">Number of follow up meetings per month<\/td><\/tr><tr><td>3.<\/td><td>No of Qualified Proposals<\/td><td data-align=\"center\">Number of Qualified Proposals Generated per month<\/td><\/tr><tr><td>4.<\/td><td>New Customer Acquisition<\/td><td data-align=\"center\">The rate of new customers joining the business per month<\/td><\/tr><tr><td>5.<\/td><td>Sales by Channel<\/td><td data-align=\"center\">The sales revenue figures for each channel per month<\/td><\/tr><tr><td>6.<\/td><td>Number of Contract Renewals<\/td><td data-align=\"center\">The number of contract renewals per month<\/td><\/tr><tr><td>7.<\/td><td>Customer Satisfaction Scores<\/td><td data-align=\"center\">Feedback &amp; reviews collated from Customers<\/td><\/tr><tr><td>8.<\/td><td>Sales Pipeline Value<\/td><td data-align=\"center\">The total value of the current months <a href=\"https:\/\/www.klozers.com\/sales-pipeline\/\">Sales Pipeline<\/a><\/td><\/tr><tr><td>9.<\/td><td>Weighted Sales Pipeline Value<\/td><td data-align=\"center\">The weighted (by percentage\/stage) value of the current Sales Pipeline<\/td><\/tr><tr><td>10.<\/td><td>Sales Rep Churn<\/td><td data-align=\"center\">Number of Reps leaving the business per quarter<\/td><\/tr><tr><td>11.<\/td><td><p><a href=\"https:\/\/www.klozers.com\/phone-sales-training\/\">Sales Rep Training Number of training<\/a> hours developing and growing the sales reps<\/p><p>12.<\/p><\/td><td><a href=\"https:\/\/www.klozers.com\/legends-club\/\">Sales Rep Coaching<\/a><\/td><td data-align=\"center\">Number of 1-2-1 Coaching Sessions each Rep has received, usually 2 per month<\/td><\/tr><tr><td>13.<\/td><td>Sales Rep Attainment<\/td><td data-align=\"center\">Number of Reps reaching \u201cOn Track\u201d or higher during monthly reviews<\/td><\/tr><tr><td>14.<\/td><td>Sales Rep Targets<\/td><td data-align=\"center\">Number of Reps meeting or exceeding Sales Targets<\/td><\/tr><tr><td>15.<\/td><td>Closing Ratios<\/td><td data-align=\"center\">The ratio of deals closed from qualified sales leads<\/td><\/tr><tr><td>16.<\/td><td>Returned Leads<\/td><td data-align=\"center\">The number of leads returned to marketing for nurturing<\/td><\/tr><tr><td>17.<\/td><td>Cross &amp; Up Selling<\/td><td data-align=\"center\">Number of Reps meeting or exceeding targets<\/td><\/tr><tr><td>18.<\/td><td>Sales Cycle<\/td><td data-align=\"center\">Speed in days the prospect progresses through the Sales Pipe<\/td><\/tr><tr><td>19.<\/td><td>Customer Satisfaction Scores<\/td><td data-align=\"center\">Feedback &amp; reviews collated from Customers<\/td><\/tr><tr><td>20.<\/td><td>COCA<\/td><td data-align=\"center\">Cost of Customer Acquisition<\/td><\/tr><tr><td>21.<\/td><td>Average deal size<\/td><td data-align=\"center\">The average value of the last months deals<\/td><\/tr><tr><td>22.<\/td><td>Sales by Channel<\/td><td data-align=\"center\">The sales revenue figures for each channel<\/td><\/tr><tr><td>23.<\/td><td>New Accounts by Channel<\/td><td data-align=\"center\">The number of new accounts opened by sales channel<\/td><\/tr><\/tbody><\/table><\/figure>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-de47d8a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"de47d8a\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c761acb\" data-id=\"c761acb\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-430b78b elementor-widget elementor-widget-image\" data-id=\"430b78b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"735\" height=\"1102\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-KPIs.png\" class=\"attachment-medium_large size-medium_large wp-image-21356\" alt=\"Sales Management KPIs\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-KPIs.png 735w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-KPIs-600x900.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-KPIs-200x300.png 200w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-KPIs-683x1024.png 683w\" sizes=\"auto, (max-width: 735px) 100vw, 735px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1ef8672 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1ef8672\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-efcee9d\" data-id=\"efcee9d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4e4e38b elementor-widget elementor-widget-heading\" data-id=\"4e4e38b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">4. What are the Leadership Styles of Sales Managers<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fa2ded5 elementor-widget elementor-widget-text-editor\" data-id=\"fa2ded5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Every individual has their own style or approach to management and these different styles are aligned with their individual DiSC profile.<\/p><p>The <a href=\"https:\/\/www.klozers.com\/disc-training-for-sales\/\">DiSC model<\/a> is based on theories developed by early 20th-century behavioural scientists who identified four behavioural dimensions. Most behavioural analysis today builds on the workings of\u00a0<a href=\"https:\/\/en.wikipedia.org\/wiki\/Carl_Jung\" target=\"_blank\" rel=\"noopener\">Carl Gustav Jung<\/a>\u00a0in 1928, one of the original behavioural scientists. In the 1940s and 1950s, the DISC theory was refined from the original Jungian theory.<\/p><p>The genesis of these theories is said to be from the Greek philosopher\u00a0<a href=\"https:\/\/en.wikipedia.org\/wiki\/Empedocles\" target=\"_blank\" rel=\"noopener\">Empedocles\u00a0<\/a>in BC444, who first defined the four dimensions of a personality as Water, Air, Earth &amp; Fire.<\/p><p>These styles are not \u201ccan do\u201d or \u201ccan\u2019t do\u201d, nor do they measure skills or intelligence. There are genuinely no right or wrong answers other than the truthful one. In the same way that people can be left or right-handed, a person\u2019s mind can be influenced by one of the four quadrants.<\/p><p>This is not to say they do not retain traits of one or more of the other quadrants, but that every human being has a preferred style or way of behaving.<\/p><p>DiSC reports are never 100% accurate however they do give a credible diagnosis of behavioural strengths and weaknesses from which our Leadership Styles emerge.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-56c9549 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"56c9549\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8f4d83e\" data-id=\"8f4d83e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-85eb2cb elementor-widget elementor-widget-image\" data-id=\"85eb2cb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"580\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-1024x580.jpg\" class=\"attachment-large size-large wp-image-21358\" alt=\"Sales Management and Leadership Styles\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-1024x580.jpg 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-600x340.jpg 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-300x170.jpg 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-768x435.jpg 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles-1320x748.jpg 1320w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Sales-Management-Styles.jpg 1506w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Sales Management and Leadership Styles<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1e9d642 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1e9d642\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-cd48dc6\" data-id=\"cd48dc6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5359827 elementor-widget elementor-widget-heading\" data-id=\"5359827\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">DISC STYLES &amp; PREFERENCES OF SALES MANAGERS<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8225f11 elementor-widget elementor-widget-text-editor\" data-id=\"8225f11\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><strong>DRIVERS<\/strong><\/p><p>Combination of task orientation and proactive attitude.<\/p><ul><li>These are task people who want results and waste no time in going after them.<\/li><li>They tend not to discuss, explore, analyse, and think deeply, preferring to make decisions alone.<\/li><li>They can be dominant, overbearing, and impatient.<\/li><li>They are pushy, tough, strong-willed, efficient, and decisive.<\/li><li>They do not like to be immersed in detail ,preferring concise, summarised information.<\/li><\/ul><p><strong>INFLUENCERS\/ENERGISERS<\/strong><\/p><p>A combination of people focuses and a proactive attitude.<\/p><ul><li>These are ideas people and have a strong future orientation.<\/li><li>They like change, creative ideas and exploring new ways of doing things.<\/li><li>They have a strong sense of what could be better and are committed to causes they believe in, and which they take very seriously.<\/li><li>They like to explore options and opportunities, so may not be decisive.<\/li><li>They tend to be undisciplined, ambitious, enthusiastic, dramatic and friendly.<\/li><\/ul><p><strong>STEADINESS\/SUPPORTERS<\/strong><\/p><p>A combination of people-orientation and a passive\/reactive attitude.<\/p><ul><li>These are \u2018people\u2019 people and are very empathetic and\/or sympathetic by nature.<\/li><li>They want to establish good relationships and a co-operative way of working with others.<\/li><li>They are interested in whatever concerns the person they are dealing with.<\/li><li>They like to be a practical helper.<\/li><li>They have views and opinions, but are not concerned with winning a debate being more concerned about what is good for the other party.<\/li><li>They are available, supportive, willing, and dependable, making them excellent coaches\/mentors.<\/li><\/ul><p><strong>COMPLIANCE\/ CORRECTNESS<\/strong><\/p><p>A combination of task orientation and a passive\/reactive attitude.<\/p><ul><li>These are cautious people who like the facts, and they check the detail.\u00a0<\/li><li>They want to analyse and consider everything before making decisions.<\/li><li>They use rational persuasions.<\/li><li>They are critical, orderly, serious, and questioning.<\/li><li>They draw conclusions based on available data.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-96715f4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"96715f4\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9fded8e\" data-id=\"9fded8e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9075333 elementor-widget elementor-widget-heading\" data-id=\"9075333\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"maximisingyourtraining\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">5. How much do Sales Management Training Courses cost?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dc210fa elementor-widget elementor-widget-text-editor\" data-id=\"dc210fa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><a href=\"https:\/\/www.klozers.com\/sales-training-courses\/sales-management-training-course\/\">Sales Management training is arguably more important than training salespeople<\/a>, as the Manager sets the bar in terms of performance.<\/p><p>The manager sets the sales strategy, creates the sales plans and holds the salespeople accountable for executing the plan.<\/p><p><a href=\"https:\/\/www.klozers.com\/sales-training-courses\/bespoke-sales-training\/\">Sales Training costs<\/a>\u00a0in the UK vary from free courses online and free workshops, up to \u00a32,000 for the larger brands however, the majority of courses available are either one or two day courses, and these typically cost between \u00a3300 and \u00a3900 per person, per day.<\/p><p>We have a\u00a0<a href=\"https:\/\/www.klozers.com\/sales-training-courses\/\">selection of training courses\u00a0<\/a>available from around \u00a3500 per per day covering Consultative Selling Skills, Sales Management Training and Key Account Management Training.<\/p><p><a href=\"https:\/\/www.klozers.com\/360-degree-sales-leadership-assessment\/\">Sales Management training<\/a>\u00a0typically includes the following core topics:<\/p><figure><table><thead><tr><th>\u00a0<\/th><th>SALES MANAGEMENT TRAINING TOPICS<\/th><\/tr><\/thead><tbody><tr><td>Recruiting &amp; Hiring<\/td><td>How to find and hire great salespeople and then successfully onboard them.<\/td><\/tr><tr><td>Management<\/td><td>How to successfully manage a winning sales team.<\/td><\/tr><tr><td><a href=\"https:\/\/www.klozers.com\/internal-sales-academy\/\">Training &amp; Coaching<\/a><\/td><td>How people learn and how to coach them into Sales Champions.<\/td><\/tr><tr><td>Sales Strategy<\/td><td>How to differentiate your products and services and sell more.<\/td><\/tr><tr><td><a href=\"https:\/\/www.klozers.com\/sales-pipeline\/\">Sales Pipeline Management<\/a><\/td><td>Understanding, Measuring &amp; managing a modern sales pipeline.<\/td><\/tr><tr><td>Planning &amp; Analysis<\/td><td>Analysis and planning for sales growth.<\/td><\/tr><\/tbody><\/table><\/figure>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-14d0242 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"14d0242\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-14868a3\" data-id=\"14868a3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-75ecb4e elementor-widget elementor-widget-image\" data-id=\"75ecb4e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs-1024x576.png\" class=\"attachment-large size-large wp-image-23432\" alt=\"Examples of OKRs\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs-1024x576.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs-600x338.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs-300x169.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs-768x432.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/07\/Klozers-OKRs.png 1095w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Sales OKR examples<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4c84fcd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4c84fcd\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6da4383\" data-id=\"6da4383\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-aa76ad1 elementor-widget elementor-widget-heading\" data-id=\"aa76ad1\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"beforestarting\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">6. What are the Best Tools for Managing Sales Teams?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2ec9cbd elementor-widget elementor-widget-text-editor\" data-id=\"2ec9cbd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><a href=\"https:\/\/www.klozers.com\/sales-tools\/\">There are many different types of Sales Management Tools available<\/a>, the majority of which are some form of CRM (Customer Relationship Management) Tools. Whilst these are invaluable, there are many other equally important, productive and necessary tools available, depending on your requirements. Sales Management tools are predominantly broken down into these types:<\/p><ol><li><strong>Customer Relationship Management.\u00a0<\/strong>\u00a0There are many great sales tools available depending on your requirements and budget. Depending on the Maturity of your sales unit it\u2019s often best to start with the basic tools and focus on user adoption.<\/li><li><strong>Marketing Automation.\u00a0<\/strong>\u00a0Whilst these are predominantly marketing tools many, of these now come with a lightweight CRM built-in so you can keep all the customer information in one place.<\/li><li><strong>Content Tools<\/strong>. These are tools that focus on storing, indexing, customising and rendering the sales content. The content is typical multiformat and cloud-based for access in the field.<\/li><li><strong>Business Process.<\/strong>\u00a0These tools integrate with the wider company systems and may include features such as Invoicing and Stock Control.<\/li><li><strong>HR &amp; Performance Management Tools<\/strong>. These tools may perform simple tasks such as recording Holidays through to Performance Reviews and Salary &amp; Commission Schemes.<\/li><\/ol><p>In many cases companies have multiple systems that don\u2019t integrate and can cause inaccurate &amp; duplication of data, and the repetition of certain tasks which lowers productivity. As an example, it\u2019s not uncommon for a marketing database to be separate to the sales database, nor would it be uncommon for Finance to have a different database for invoicing. These are legacy systems, that both the company and technology have outgrown and are best removed or updated.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5b43038 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5b43038\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-bd35919\" data-id=\"bd35919\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-29f0179 elementor-widget elementor-widget-heading\" data-id=\"29f0179\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"experiencedsalesprofessionals\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">7. Sales Performance Reviews<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-82b9b22 elementor-widget elementor-widget-text-editor\" data-id=\"82b9b22\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>It is widely accepted in modern management thinking that people are the most important component in any business, and Sales is no different. If you don\u2019t look after your salespeople they won\u2019t look after your customers and if you grow a business, you must first grow the people in the business.<\/p><p>Providing regular, fair and <a href=\"https:\/\/www.klozers.com\/sales-performance-review-template\/\">objective performance<\/a> reviews ensures Salespeople are aligned with the business objectives, performing at or above the expected level and motivating them to keep going and do better, and lastly, as recognition of their efforts.<\/p><p>Professional Selling can be difficult, frustrating, stressful and anxious, and that\u2019s on a good day, so you may benefit from providing reviews on a Monthly rather than Annual basis. Although this does take up more Management Time, the payback in performance and team morale is huge (if it is done correctly).<\/p><p>Sales People respond well when Monthly Performance Reviews are introduce, as all human beings want to be the best they can. No one wants to do a bad job, it\u2019s just that life, circumstances, people, technology and stuff get in the way.<\/p><p>A Performance Review is therefore, an opportunity to help the salespeople be successful, to grow and to develop.<\/p><p>Sales Managers are sometimes uncomfortable with Monthly reviews as they are forever busy and don\u2019t need the additional workload. Also, they often believe there is no need for reviews as they talk to their people every day.<\/p><p>This is not the same as a structured, objective and professional review. It\u2019s also possible that some sales managers are simply uncomfortable in the coaching role as they have either no system, no process or haven\u2019t had the necessary training.<\/p><p>The biggest asset any organisation has is it\u2019s people and given the high proportion of bad hires and the inherent cost in a new employee who does not work out, more frequent reviews might be worth exploring.\u00a0<\/p><p>Staff Performance Reviews do take up Management time, however they are essential if you want to keep your workforce engaged, growing and delivering value to the business.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a28d671 elementor-widget elementor-widget-image\" data-id=\"a28d671\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"618\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template-1024x618.png\" class=\"attachment-large size-large wp-image-22435\" alt=\"Templat Semakan Prestasi Jualan\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template-1024x618.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template-600x362.png 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template-300x181.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template-768x463.png 768w, https:\/\/www.klozers.com\/wp-content\/uploads\/2022\/05\/Sales-Performance-Review-Template.png 1247w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Sales Management Performance Review Template<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2b20ea9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2b20ea9\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-48dfba7\" data-id=\"48dfba7\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-11e498e elementor-widget elementor-widget-heading\" data-id=\"11e498e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">8. Sales Analysis<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7620385 elementor-widget elementor-widget-text-editor\" data-id=\"7620385\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>With the advent of modern technology, Sales Analysis has become a bigger and more important part of the role of modern Sales Managers. Working knowledge of Excel spreadsheets is required in addition to proficiency in the companies sales system. For the most part, this would be the CRM [Customer Relationship Management] tool that the company was using, however the more mature the Sales Organisation the more likely they are to be using additional technology with data. This could include HR Systems, Sales Compensation software, Sales Enablement tools and Marketing tools, if used in Sales Campaigns.\u00a0<\/p><p>Typical examples of sales analysis would include:<\/p><ul><li>Cost of Customer Acquisition<\/li><li>Customer Lifetime Value<\/li><li>Cost of Sales<\/li><li>Product sales split to ensure cross-selling<\/li><li>Territory Analysis to ensure coverage<\/li><li>Key Account Analysis to ensure retention &amp; growth<\/li><li>Market or trends analysis for future planning<\/li><li>Sales Rep performance<\/li><li>Customer Satisfaction\u00a0<\/li><li>Seasonal Analysis<\/li><\/ul><p>Completing any Sales Analysis is dependent on accurate and up to date data, which is often not available.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-24e04a8 elementor-widget elementor-widget-image\" data-id=\"24e04a8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"683\" height=\"466\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Microsoft-Dynamics.jpg\" class=\"attachment-large size-large wp-image-21360\" alt=\"Sales Analysis\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Microsoft-Dynamics.jpg 683w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Microsoft-Dynamics-600x409.jpg 600w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/Microsoft-Dynamics-300x205.jpg 300w\" sizes=\"auto, (max-width: 683px) 100vw, 683px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Sales Management Performance Review Template<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9726180 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9726180\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5749cc1\" data-id=\"5749cc1\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ad635ed elementor-widget elementor-widget-heading\" data-id=\"ad635ed\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">9. What is Sales Territory Management? <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cd72b46 elementor-widget elementor-widget-text-editor\" data-id=\"cd72b46\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Sales Territory Management is the process by which companies segment and manage and service the customer accounts within a defined geographical territory.<\/p><p>There are many variables involved in this and hence Territory Plans may look very different from one company and territory to another.<\/p><p>Enterprise organisations typically have Territory Plans in place with pre-defined lists of target accounts set by Management. These \u201cnamed\u201d accounts will have been segmented into importance with more time being allocated to the larger, more profitable accounts. Often salespeople are not allowed or credited for other accounts or business in the territory when operating named account lists.<\/p><p>The Sales Person for a Territory will have to maintain or increase the revenue from existing clients and develop and open new accounts in the territory.<br \/>Territory plans include the frequency and number of visits the Sales Rep must conduct with each of the accounts.<\/p><p>Territory plans are usually reviewed by sales Management every Quarter at a meeting called a QBR (Quarterly Business Review). At these meetings, salespeople present an update or progress report and a revised plan for the next 90 days.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-962ef6a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"962ef6a\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2b5c029\" data-id=\"2b5c029\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4fa511e elementor-widget elementor-widget-heading\" data-id=\"4fa511e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">10. Examples of Sales Roles <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c67c0b4 elementor-widget elementor-widget-text-editor\" data-id=\"c67c0b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Whilst most industries follow similar naming conventions for job roles in sales, many companies have developed their own unique roles and job titles.\u00a0\u00a0<\/p><p>Often job titles are important as a form of recognition and progression within an organisation, however, job titles can help reinforce a structure and sales process such as in the SaaS industry.<\/p><p>There are hundreds of job titles and we have listed what could be argued are the most common.\u00a0<\/p><table style=\"width: 924.5px;\"><tbody><tr><td>Sales Development Rep<\/td><td>Focused on lead generation and sit between marketing and sales qualifying leads before passing onto sales people<\/td><\/tr><tr><td>Pre-sales Technical<\/td><td>Provides technical expertise before a sale is made to ensure compliance, compatibility and customer satisfaction post sale<\/td><\/tr><tr><td>Business Development Reps<\/td><td>Primarily focused on opening new accounts and winning new business<\/td><\/tr><tr><td>Inside Sales<\/td><td>Desk based salespeople who undertake a range of sales activities<\/td><\/tr><tr><td>Account Managers<\/td><td><a href=\"https:\/\/www.klozers.com\/sales-training-courses\/key-account-management-training-course\/\">Primarily focused on retaining and growing existing customer accounts<\/a><\/td><\/tr><tr><td>Field Sales Reps<\/td><td>Field based sales reps who undertake a variety of sales activities externally<\/td><\/tr><tr><td>Channel Sales Manager<\/td><td>Provides support and manage the Channel partners<\/td><\/tr><\/tbody><\/table>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9d233d5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9d233d5\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b794e74\" data-id=\"b794e74\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d9ce1be elementor-widget elementor-widget-heading\" data-id=\"d9ce1be\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">11. Sales Training<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2974788 elementor-widget elementor-widget-text-editor\" data-id=\"2974788\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Providing regular <a href=\"https:\/\/www.klozers.com\/best-online-sales-training-courses\/\">sales training and coaching<\/a> to your sales team is an important part of every effective sales management sales management process.\u00a0 <a href=\"https:\/\/www.klozers.com\/sales-training-courses\/solution-selling-skills-training-course\/\">Sales Training<\/a> and coaching come in many different formats from 1 off event bases sales training, to longer term sales programmes, focussing or professional development.<\/p><p>Regardless of the format, <a href=\"https:\/\/www.klozers.com\/sales-training-courses\/solution-selling-skills-training-course\/\">sales training<\/a> should always be linked to the objectives and sales goals of the team.\u00a0 Whilst this may seem obvious many companies opt for generic <a href=\"https:\/\/www.klozers.com\/sales-negotiation-training\/\">sales training<\/a> which covers a number of important topics, however, without a direct link to the every day activities of the sales team there is often little behavioural change.\u00a0<\/p><p>Our preference is to provide any training and coaching via an OKR based model.\u00a0 This model fits and compliments\u00a0 perfectly the normal KPI based sales management process.\u00a0 We have continually found an OKR based approach provides better sales outcomes for both small businesses and large enterprises.\u00a0\u00a0<\/p><p>Product or service training where possible should avoid the traditional features and benefits based approach and focus on selling what we call business solutions that solve business problems using a <a href=\"https:\/\/www.klozers.com\/sales-training-courses\/consultative-selling-skills-training-course\/\">consultative led approach<\/a>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-478b53a3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"478b53a3\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-27c0adaf\" data-id=\"27c0adaf\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fe3c8f9 elementor-widget elementor-widget-text-editor\" data-id=\"fe3c8f9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><em>&#8220;A fantastic learning experience&#8221;<\/em><em><br \/><\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-28683e6 elementor-widget elementor-widget-text-editor\" data-id=\"28683e6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"background-color: var( --e-global-color-5cf93f13 );\">Amanda &#8211; Account Manager<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-d20526c\" data-id=\"d20526c\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-562fb579 elementor-align-right elementor-widget__width-initial elementor-widget elementor-widget-button\" data-id=\"562fb579\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/sales-team%20-coaching\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Check out our OKR based Sales Team Coaching<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Sales Management &#8211; Top Questions from Google What is sales management? Sales Management is the leadership, management and administration of several interlocking sales functions, that enable organisations to meet or exceed the objectives of the company\u2019s growth strategy. The nature of Sales Management can include many different roles such as Customer Relationship Management, Strategy, Process, &#8230; <a title=\"The Complete Guide to Sales Management\" class=\"read-more\" href=\"https:\/\/www.klozers.com\/pt-br\/sales-management\/\" aria-label=\"More on The Complete Guide to Sales Management\">Leia mais<\/a><\/p>\n","protected":false},"author":2,"featured_media":9761,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[35],"tags":[],"class_list":["post-23735","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-performance"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts\/23735","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/comments?post=23735"}],"version-history":[{"count":0,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/posts\/23735\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/media\/9761"}],"wp:attachment":[{"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/media?parent=23735"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/categories?post=23735"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klozers.com\/pt-br\/wp-json\/wp\/v2\/tags?post=23735"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}