Sales Management

Sales Management2018-08-11T18:51:59-05:00

At Business Whisperer, we support your sales management efforts with highly effective strategies that are proven to rapidly increase both top and bottom line results.

Sales management is obviously one of the most important functions in your company, but it can be frequently misunderstood. Ask yourself the following questions:

  • Are you able to take your sales leadership to the next level?
  • Are you producing a solid mix of high performers and consistent performers?
  • Have you created a sales team process that maximizes top line revenue and profitability?
  • Is every team member on the same page, focusing on achievable, robust sales goals they are committed to reaching?
  • Do you have solid sales methods and team processes that produce consistent results?

Answering these questions with effective solutions is the scope of our work.

The Challenge of Effective Sales Management

Frequently, companies often promote their very best salesperson to sales manager. Unfortunately, this often doesn’t work out that well.

Even though they can close sales themselves, a top sales producer may not have the leadership attributes that are required of a sales manager. Leading a team is quite different than just being able to close sales. It doesn’t hurt to be able to close sales, but it is not the “be all, end all” for effective sales management by any means.

Our Sales Management Improvement Process

Looking at leadership is just part of what we do when we partner with you to improve sales management. We look at your sales function holistically, from the on-the-ground account executives to the customer support teams helping ensure customer satisfaction.

Sales Leadership

The ability, skill, and knowledge to lift up salespeople and help them to become better and better is essential. It requires both natural ability and acquired learning to produce competency and then excellence in sales management.

Good sales managers know how to support and train their staff. They also know when to weed out those who are not sufficiently producing and don’t show signs of improvement. This is part of the process of true sales management, which is needed to obtain optimal results.

We train and coach sales managers and sales teams to achieve the next level of performance.

Team Effectiveness

Sales are not created in a vacuum. If your sales team is going gangbusters, but your fulfillment is broken, your business is in serious trouble.

We work to review the effectiveness of your team processes in sales, including customer service, administrative support, and the connection between sales and fulfillment. Cooperation among departments has to be coordinated in a meaningful, productive way.

Customer Satisfaction

Customer satisfaction should be the final outcome of any successful sales cycle. By tracking customer satisfaction, management can ensure that all sales-related processes are aligned in the entire system.

Customer satisfaction – what we now call customer success – should be one of the main goals of sales management.

Sales Recruiting

In order to have a top-performing sales team, you must have effective recruiting to hire the right people. Every seat in a sales department is worth a certain amount of money, depending on your industry and goals. You need to have people in those seats who can achieve those goals. Otherwise, you are wasting both time and money.

Effective sales recruiting is essential because it lays the foundation for training and coaching. With the right people, you can create a mindset for achieving desired results. Our work includes sharing our secrets of effective sales recruitment.

An Environment of Success

Lastly, creating an environment that supports every team member is a very important ongoing process. People who really enjoy coming into work will bring that enthusiasm to the sales process, and the customers will know the difference.

Achieve More with Better Sales Management

Through the process of effective sales management, we can help take your business to the next level. With the right talent – and the right systems to maximize the output of that talent – your business can grow and thrive. (See our testimonials on what we have accomplished for other companies.) At Business Whisperer, we want to see your team be its best. Contact us today to discuss how we can help.