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Sales Management |
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• Sales department organization
• Managing sales professionals
Often a large budget in the overall marketing spend, particularly in B2B areas, a well tuned sales force is essential to ROI on all the marketing expenditures. Often highly educated experienced and motivated, sales professionals of the 21st century require a different style of management and motivation from the classic models and perceptions of salespeople. They often come from operations originally and are effectively high level project managers able to sharp shoot problems side by side with operations. In many cases, one sales person or Business Development professional as they are often called, handles a significant percentage of a company’s total revenues, particularly where relationship based selling is the modus operandi. Succession planning is key to avoid late night worries by the executive management as to how to handle the inevitable departure of such people from their companies. But succession planning requires careful thought to the organization of the sales team and also support functions. Last minute attempts to have someone shadow their top people as a way of training new blood often fail as the sales professional finds this (and with some justification) an encumberance.
Selecting incentives for high level sales professionals is a delicate matter, determined by industry practices but also by level of education and experience. Throwing a commission based structure at a veteran with 30 years experience and accustomed to year end bonuses might be seen as an insult depending on their expectations. Creativity is essential to balancing the company’s financial boundaries and maintaining a motivated sales force.
Some services that we offer:
• Sales department organization
• Managing sales professionals
For more information, contact us at salesmanagement.
If you are looking for a position at PRCI, use this link instead: HREnquiries@prcintl.com
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