Sales Management Strategies

SALES MANAGEMENT STRATEGIES

By Michelle Miller

Successful sales management is an art, or rather, a well-choreographed sports play. You work to move your team toward the goal, respond to changes in your environment and playing field, and effectively outpace the competition. If you are a sales director, or looking to become one, consider maintaining and developing your own sales playbook. If you're lucky, you already have one that was handed down to you from your sales management team. Now is the time to improve upon it.

You're starting from scratch? Take heart. This blog can help point you in the right direction for creating your own sales playbook, a collection of well-rehearsed sales management strategies and tactics to share with your team.

Capture Sales Management Strategies and Tactics in Your Own
Sales Playbook
There are number of ways to organize this. Some sales leaders designate a binder for organizing their plays and tracking reports that inevitably become part of this work. Some simply organize this information on their computers for easy access and sharing. This is a personal choice that should reflect what works best for you and your team. Feel free to use the sales play template I've included here along with these suggestions for sections or folders:

• Sales Goals
• Sales Plays by Strategy
• Plays in Development
• Business and Action Plans
• Tracking Reports
• Important Communications with Your Managers
• Special Areas of Focus
• Sections Dedicated to Each Team You Manage

Create a Living Document That Helps You Reach
Sales Goals & Develop Your Sales Career
When organizing your information, keep in mind that a sales playbook works best as a living document that you revise and expand upon as your develop in your sales career and address the sales goals of your organization. Who knows? This work could lead to you to becoming a top sales director in your own organization.

I hope you find this blog helpful and look forward to your feedback and contributions.

Next Article: Ground Rules for Success

Article copyright 2010 Michelle Miller

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