Sales Management

In many businesses, the ‘star’ sales person is promoted to the position of sales manager as a reward for high performance – instead of making sales, he / she is then responsible for managing a diverse sales team and the sales processes and acting as a conduit to senior management. The reality however is that a high proportion of people who make this transition struggle to adapt. We have worked with many clients to assist them to develop and implement Best Practice sales management skills, systems, protocols and disciplines.

Key areas of support typically include setting sales targets – both team and individual – that are realistic and achievable with effort; chairing sales meetings; motivating and incentivising sales staff; monitoring sales performance and leading from the front.