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"...This is an excellent program. I'm so glad that I stumbled on to this when researching for task management programs. Very low learning curv, quite flexible, and the price is right. Tried at least 20 other programs, either too complicated, too expensive, or poor documentation..."
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Honolulu, HI

Sales Management Checklist

 

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Sales management checklist This sales management checklist explains how to undertake administration and direction of the sales function of the enterprise. It can be helpful to everyone as a wealth of ideas to analyze what important links are missing in their own practice and policy. This checklist delivers you a number of essential controls to assume in order to eliminate and prevent usual issues.


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Sales management basics:

  • Regular monitoring, analyzing and improving sales business processes;
  • Regular monitoring and analyzing top competitors – what they undertake, how their advantages and disadvantages change, what opportunities they try to use, etc;
  • Regular monitoring, reviewing and improving external relationships (PR, advertising, partners, industrial recognition and engagement);
  • Continuous evaluation and improvement of your own skills (including regular improving of your knowledge related to industry, technology, state regulations, etc);
  • Regular monitoring and analyzing top contracts and customers;
  • Regular monitoring, evaluating and improving sales skills of your team;
  • Regular SWAT analysis;

Sales management activities:

  • Researching and monitoring the external environment;
  • Establishing system to help new hires to reach proper working productivity quicker;
  • Managing and controlling continual improvement of personal and team performance;
  • Supervising, coaching, and motivating your sales team;
  • Developing and implementing business processes to support sales force;
  • Making sales forecasts;
  • Establishing sales goals and performance standards;
  • Directing and planning sales activities;
  • Increasing and coordinating efficiency of sales representatives;
  • Establishing environment that promotes and supports self-motivation;
  • Practicing accurate and attentive approach to feedbacks;
  • Establishing smart techniques to measure and evaluate performance;
  • Investigating and answering external challenges and opportunities;

Sales management techniques:

  • Setting well-defined and well-founded goals and expectations;
  • Regular collecting feedbacks and arranging discussions with sales team members;
  • Reviews and discussions of methods and policies applied;
  • Brainstorming for new ideas, opportunities and approaches;
  • Continual sales skill development through regular trainings;
  • Motivation and inspiration of sales team members;
  • Controllable and regular knowledge improvement (product/service/industry);
  • Recruiting right people and controlling employee turnover;
  • Salesmen performance review, investigation and recognition;
  • Promotions;
  • Establishing new, and reviewing & extending existing roles and positions;
  • Removing and minimizing barriers for sales efforts;
  • Exercises such as examining scenarios and working situations modeling;

Sales management metrics:

  • Sales metrics (revenue, units, margin);
  • Activity numbers (sales calls, prospects turned into sales, etc);
  • Sales business process measurements;
  • Lead generation metrics;
  • Customer-related metrics (types of ...


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