sales management

 

What is sales management?

Sales management is the process of leading, motivating, and influencing people to achieve sales objectives. The sales manager manages the entire sales cycle, including forecasting and budgeting sales revenue, recruitment, selection of sales personnel, and ensuring proper training and performance evaluations are conducted.

Types of sales management

While some selling forms are about maximizing sales volume (numbers), others are about driving revenue through high-value accounts. Some sales jobs have a short sales cycle completed over the phone, while others have sales processes that take months or even years. Each type of sale involves different skills and activities, so it's important to find your niche.

• B2C sales management: Business-to-consumer (B2C) sales involve selling goods and services directly to consumers. B2C sales often drive leads from aggressive marketing strategies.

• B2B sales management:Business-to-business (B2B) sales involve selling goods and services directly to other businesses. B2B sales tend to involve higher value products with longer sales cycles.

• Enterprise sales management: Enterprise sales involve selling complex goods or services directly to large companies. Companies that sell enterprise solutions may have multiple teams for different aspects of the sale, such as sales engineers and inside and outside sales teams.

• SaaS sales management: Software as a service (SaaS) companies sell software or applications over the web, usually by subscription. SaaS products are often sold by an inside team who contacts potential customers by phone or email and cl