Module One
The Changing World of Sales Management
A Day in a Sales Manager’s Life
An Expert’s Viewpoint:
Von Oliver is currently national sales manager for a division of Lockheed Martin Corp. Von’s typical day starts at 7:30 A.M. going through e-mail and prioritizing the days events. During the morning he will review reports, and spend time with his sales reps. He will have lunch with customers and spend the afternoon making sales calls with his sales reps. He spends late afternoon reconciling the days activities and setting his agenda for the next day.
Action
A Day in a Sales Manager’s Life
An Expert’s Viewpoint:
Result
Von Oliver is involved in a variety of different activities. He spends much of his time interacting with individuals, especially salespeople and customers. But, he also plans strategies and continuously monitors performance. In other words, he performs all the major sales management functions.
Sales Management Model
Describing the Personal Selling Function Defining the Strategic Role of the Sales Function Determining Sales Force Effectiveness and Performance
Developing the Sales Force
Directing the Sales Force
Sales Management Trends
Transactions Individuals Sales Volume
Management Local Relationships Teams Sales Productivity Leadership Global
Sales Teamwork Approaches
Core Selling Team
Relatively permanent, customer-focused group Membership determined by job assignment to a specific buying organization
Selling Center
Relatively temporary, transaction-focused group Membership determined by involvement in sales transaction One selling center per sales opportunity
One team per buying unit
Sales Teamwork Approaches
Core Selling Team
Membership relatively stable Characteristics of team depend on characteristics of buying organization
Selling Center
Membership very fluid Characteristics of team depend on characteristics of sales opportunity
Mission is strategic with respect to the buying organization
Mission is tactical with respect to the sales opportunity
Leadership Trends
Yesterday
Natural resources defined power Leaders commanded and controlled Leaders were warriors Managers directed
Today
Knowledge is power Leaders empower and coach Leaders are facilitators
Managers delegate
Effective Sales Managers:
Utilize a Strategic Perspective Focused on Customers
Attract, Keep, and Develop Sales Talent Leverage Technology