Is Sales Managing You?

Is Sales Managing you? This is a question which all of us want to overwrite with the 

answer “I am managing my Sales”. What is there in this function of Sales that it ends

 up managing you if you do not know exactly what is there in it to manage for you.

• Managing Sales Team
• Managing Sales Funnel
• Managing Sales Competition
• Managing Sales Fatigue

Managing Sales Teams

In order to manage sales teams , you must understand that attrition rates are high in

 sales teams and hence you must have the capability to hire quick enough and have

 a good “bench strength”. The team selected in sales must undergo a structured 

training program of induction and anything to do in sales should not be based on

 instincts. Making use of technology for daily reporting and BI so that you are able

 to lead effectively.

Managing Sales Funnel

• 

The conversion of leads into Sales is a journey which the Sales Management has to 

closely monitor. The sales funnel ratio’s should be healthy and the velocity of

 movement of leads into sales is very much dependent on the sales manager. Inside

 the funnel, structured process that ensure conversion of Marketing Qualified Lead 

(MQL) into Sales Qualified Lead (SQL) and finally BANT (Budget, Authority, Need and

 Timeframe) leads. Once the leads mature into an opportunity customised 

proposals are given only if one is able to conduct a structured need analysis. 

Good proposals convert into a negotiation opportunity and finally to sales.

Managing Sales Competition

Know yourself well

It is important to know your product mix well so that you know where you enemy can

 attack you first. The BCG matrix shown above will give you an idea of the “dog” and 

“Question mark” products.

Once you have analysed your self well, keep in mind the following sins that you can

 make in handling your competitors:

• Do not be the first to mention your competitors name
• Do not attack the competitors products or services
• Do not agree to a product comparison with competitor
• Do not ask as to what your customer likes about your competitor

Managing Sales Fatigue

For sure all sales managers must understand the following stress curve and deal with

 their sales teams accordingly.

• 

If the Sales Manager also understands the nuances of the following root cause 

analysis of sales fatigue, it will serve him well.

• 

The 5 lines of defense shown above is a checklist for all Sales Managers to ensure

 that sales fatigue, burnout and overdose syndrome does not spoil the effectiveness

 of good sales teams.

In a Nut shell

• 

These 4 pillars of Sales Mangement summarises the challenge of Sales Management.

For more details of this topic, visit us for Sales Ki Pathshala every Wednesday from

 9-10 am or email us on sanjay@consult4sales.com