Sales management is defined as a discipline within the business world that focuses on practical applications of various sales techniques and sales operation management. It is regarded as an important business function in the generation of net sales from the sale of various products and services that eventually results to profit. Such factors are also known as the performance indicators.

Sales management responsibilities fall directly to the sales manager, who is typically involved in the sales planning activities of business entities. With respect to sales planning activities, the sales manager takes the helm in the conceptualization and development of sales strategies, the setting of profit-based sales targets, sales forecasting, quotas, demand management and most especially, the writing and executing of an agreed sales plan.

The sales plan is a vital component in management. It is a strategic document outlining the agreed sales activities, business targets and the resources needed for the project. A good sales plan must fall in line with the expectations and objectives of the grand marketing plan, business plan and the strategic plan. It must carry more specific details on how various company objectives will be achieved through actual sale of the business products and services.

Sales staff recruitment in every business is centered on three aspects, namely: job description, job analysis and the qualifications on the job. Job analysis highlights certain tasks that every hired salesperson will be responsible for on day-to-day operations. It must identify vital and priority activities that help improve sales performance. Anyone within the sales or even the human resources department must be fully capable of performing the analysis. He or she must be directly responsible for completing the job analysis, and must have an in-depth understanding of the operations in the sales department. Read the rest of this entry »