{"id":7729,"date":"2020-06-08T07:00:10","date_gmt":"2020-06-08T05:00:10","guid":{"rendered":"https:\/\/digitalschoolofmarketing.co.za\/?p=7729"},"modified":"2025-02-17T09:44:06","modified_gmt":"2025-02-17T07:44:06","slug":"sales-management-101","status":"publish","type":"post","link":"https:\/\/digitalschoolofmarketing.co.za\/digital-marketing-blog\/sales-management-101\/","title":{"rendered":"Sales management 101"},"content":{"rendered":"<section class=\"l-section wpb_row height_medium\"><div class=\"l-section-h i-cf\"><div class=\"g-cols vc_row via_grid cols_3-1 laptops-cols_inherit tablets-cols_inherit mobiles-cols_1 valign_top type_default stacking_default\"><div class=\"wpb_column vc_column_container\"><div class=\"vc_column-inner\"><div class=\"w-image align_center\"><div class=\"w-image-h\"><img decoding=\"async\" width=\"680\" height=\"453\" src=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/shutterstock_576328063-e1591350327944.png\" class=\"attachment-full size-full\" alt=\"DSM Digital School of Marketing - sales management\" loading=\"lazy\" srcset=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/shutterstock_576328063-e1591350327944.png 680w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/shutterstock_576328063-e1591350327944-600x400.png 600w\" sizes=\"auto, (max-width: 680px) 100vw, 680px\" \/><\/div><\/div><div class=\"wpb_text_column\"><div class=\"wpb_wrapper\"><p>Sales management is the organisation of people as well as resources to effectively produce the desired <a href=\"https:\/\/digitalschoolofmarketing.co.za\/blog\/what-are-the-goals-of-social-media-marketing\/\">goal<\/a>. These long-term goals can have a vast scope, however, these are generally:<\/p>\n<ul>\n<li>Increased sales volumes, as well as<\/li>\n<li>Contribution to profits and continuous growth.<\/li>\n<\/ul>\n<p>To achieve these objectives, <a href=\"https:\/\/digitalschoolofmarketing.co.za\/sales-blog\/whats-a-sales-manager\/\">sales managers<\/a> have significant responsibilities including, but not limited to, the following:<\/p>\n<ul>\n<li>Demand\/sales forecasting,<\/li>\n<li>Establishing quota and objectives,<\/li>\n<li>Budgeting,<\/li>\n<li>Organisation,<\/li>\n<li>Recruitment,<\/li>\n<li>Training,<\/li>\n<li>Compensation, and<\/li>\n<li>Sales performance evaluation.<\/li>\n<\/ul>\n<p>Ultimately, the most vital role of sales management is not to manage sales but rather to manage the individuals whose responsibility it is to make the sales.<\/p>\n<h2><strong>The different parts of the sales management process<\/strong><\/h2>\n<p>To break this down further, the sales management process is split into three separate areas:<\/p>\n<ol>\n<li>Managing people<\/li>\n<li>Planning and strategy<\/li>\n<li>Improving sales capabilities<\/li>\n<\/ol>\n<p>Sales managers have one of the most crucial roles in any organisation. Without such a manager, a sales team will most likely not make much progress. A good manager organises and drives their sales team to achieve their goals of increased revenue as well as productivity. The tone \u2013 in addition to culture &#8211; of the sales teams, created by sales management, can help generate passion and boost morale among individual reps.<\/p>\n<\/div><\/div><div class=\"w-video align_none ratio_16x9\"><div class=\"w-video-h\"><a href=\"https:\/\/vimeo.com\/manage\/338688101\/general\" target=\"_blank\" rel=\"noopener\">https:\/\/vimeo.com\/manage\/338688101\/general<\/a><\/div><div class=\"w-video-icon\" style=\"font-size:1.5rem;background:rgba(0,0,0,0.5);color:#fff\"><\/div><\/div><div class=\"w-separator size_medium\"><\/div><div class=\"wpb_text_column\"><div class=\"wpb_wrapper\"><h2><strong>A good sales rep does not necessarily a good sales manager make<\/strong><\/h2>\n<p>Being a good sales rep doesn\u2019t have a direct correlation with becoming a good sales manager. It is not up to the managers to generate the sales themselves. Successful sales managers must generate sales through developing, motivating, and managing competent teams. Managers must create an atmosphere based on comradery and common goals.<\/p>\n<p>Sales managers must instil a shared, organisation-wide vision into the sales team. This vision will imbue reps with an idea of what the organisation is trying to achieve. It will help direct everyone towards that goal. Having a shared vision will motivate the sales teams as they move forward.<\/p>\n<p>In addition, the company\u2019s mission statement is key to any company in the process of onboarding new hires. It develops a path that employees can latch onto when coming into an organisation. Without plainly stating what a company is trying to achieve, employees will not have a clear direction.<\/p>\n<p>Managers are tasked with offering guiding principles that are understood and supported throughout the entire organisation. These principles shape how decisions, as well as overall policy, will be made and altered.<\/p>\n<p>The company\u2019s values also come into play and a good sales manager must instil the core values into their sales team. These values will guide how the team handles situations as well as makes decisions down the line. It is vital to hire people who hold personal values which are in line with the values of the company.<\/p>\n<h2><a href=\"https:\/\/digitalschoolofmarketing.co.za\/contact-us\/\">Get in touch with the Digital School of Marketing<\/a><\/h2>\n<p>Want to learn more about <a href=\"https:\/\/digitalschoolofmarketing.co.za\/courses\/sales-management-course\/\">sales management<\/a> and even, perhaps, become a sales manager yourself? If you do, then you need to have done our Sales Management Course. For more information, please follow this <a href=\"https:\/\/digitalschoolofmarketing.co.za\/courses\/sales-management-course\/\">link<\/a>.<\/p>\n<p><a href=\"https:\/\/digitalschoolofmarketing.co.za\/courses\/sales-management-course\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7730 size-shop_single\" src=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management-600x96.jpg\" alt=\"DSM Digital School of Marketing - Sales management\" width=\"600\" height=\"96\" srcset=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management-600x96.jpg 600w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management-300x48.jpg 300w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management-1024x164.jpg 1024w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management-768x123.jpg 768w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/06\/Sales-management.jpg 1250w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><\/a><\/p>\n<\/div><\/div><\/div><\/div><div class=\"wpb_column vc_column_container\"><div class=\"vc_column-inner\"><div class=\"w-btn-wrapper align_justify\"><a class=\"w-btn us-btn-style_2\" href=\"#enquiry\"><span class=\"w-btn-label\">Enquire Today<\/span><\/a><\/div><div class=\"w-separator size_medium\"><\/div><h3 class=\"w-text us_custom_6caa4608 has_text_color\"><span class=\"w-text-h\"><span class=\"w-text-value\">Blog Categories<\/span><\/span><\/h3><div class=\"wpb_text_column us_custom_5cd26a65\"><div class=\"wpb_wrapper\"><ul>\n<li class=\"cat-item cat-item-1\"><a href=\"\/blog\/content-marketing\/\">Content Marketing<\/a><\/li>\n<li class=\"cat-item cat-item-2\"><a href=\"\/blog\/digital-marketing\/\">Digital Marketing<\/a><\/li>\n<li class=\"cat-item cat-item-2\"><a href=\"\/blog\/cyber-security-blog\/\">Cyber Security<\/a><\/li>\n<li class=\"cat-item cat-item-2\"><a href=\"\/blog\/graphic-design-blog\/\">Graphic Design<\/a><\/li>\n<li class=\"cat-item cat-item-3\"><a href=\"\/blog\/public-relations\/\">Public Relations<\/a><\/li>\n<li class=\"cat-item cat-item-4\"><a href=\"\/blog\/seo\/\">SEO<\/a><\/li>\n<li class=\"cat-item cat-item-5\"><a href=\"\/blog\/social-media-marketing\/\">Social Media Marketing<\/a><\/li>\n<li class=\"cat-item cat-item-5\"><a href=\"\/blog\/web-design-blog\/\">Web Design<\/a><\/li>\n<\/ul>\n<\/div><\/div><div class=\"w-separator size_medium\"><\/div><h3 class=\"w-text us_custom_6caa4608 has_text_color\"><span class=\"w-text-h\"><span class=\"w-text-value\">You might also like<\/span><\/span><\/h3><div class=\"w-html\"><ul><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/social-media-marketing-blog\/zero-moment-of-truth-benefit-social-media-marketing\/\" rel=\"bookmark\">Use the Zero Moment of Truth to Benefit your Social Media Marketing<\/a><\/li><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/digital-marketing-blog\/your-complete-guide-to-ppc-marketing-basic\/\" rel=\"bookmark\">Your Complete Guide to PPC Marketing Basics. Find out more.<\/a><\/li><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/blog\/you-can-convey-a-lot-of-meaning-with-just-one-graphic\/\" rel=\"bookmark\">You Can Convey a Lot Of Meaning With Just One Graphic<\/a><\/li><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/digital-marketing-blog\/would-you-make-a-great-marketing-manager\/\" rel=\"bookmark\">Would you make a great marketing manager?<\/a><\/li><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/in-the-press\/win-with-bona-magazine-and-the-digital-school-of-marketing\/\" rel=\"bookmark\">Win with Bona Magazine and the Digital School of Marketing<\/a><\/li><li><a href=\"https:\/\/digitalschoolofmarketing.co.za\/in-the-press\/win-a-digital-marketing-course-valued-at-r12-000\/\" rel=\"bookmark\">Win a Digital Marketing Course Valued at  R12 000<\/a><\/li><\/ul><\/div><div class=\"w-separator size_medium\"><\/div><h3 class=\"w-text us_custom_6caa4608 has_text_color\"><span class=\"w-text-h\"><span class=\"w-text-value\">Top Selling COurses<\/span><\/span><\/h3><div class=\"wpb_text_column us_custom_5cd26a65\"><div class=\"wpb_wrapper\"><ul>\n<li class=\"cat-item cat-item-1\"><a href=\"\/courses\/digital-marketing-course\/\">Intermediate Digital Marketing<\/a><\/li>\n<li class=\"cat-item cat-item-2\"><a href=\"\/courses\/advanced-digital-marketing-course\/\">Advanced Digital Marketing<\/a><\/li>\n<li class=\"cat-item cat-item-3\"><a href=\"\/courses\/social-media-marketing-course\/\">Intermediate Social media marketing<\/a><\/li>\n<li class=\"cat-item cat-item-4\"><a href=\"\/courses\/digital-brand-management-course\/\">Brand Management<\/a><\/li>\n<li class=\"cat-item cat-item-5\"><a href=\"\/courses\/graphic-design-course\/\">Basic Graphic Design<\/a><\/li>\n<li class=\"cat-item cat-item-6\"><a href=\"\/courses\/advanced-graphic-design-course\/\">Advanced Graphic design<\/a><\/li>\n<li class=\"cat-item cat-item-7\"><a href=\"\/courses\/national-certificate-of-advertising\/\">National Certificate of Advertising<\/a><\/li>\n<li class=\"cat-item cat-item-8\"><a href=\"\/courses\/national-diploma-of-copywriting-course\/\">National Diploma of Copyrighting<\/a><\/li>\n<\/ul>\n<\/div><\/div>\n<\/div><\/div><\/div><\/div><\/section><section class=\"l-section wpb_row height_medium\"><div class=\"l-section-h i-cf\"><div class=\"g-cols vc_row via_grid cols_1 laptops-cols_inherit tablets-cols_inherit mobiles-cols_1 valign_top type_default stacking_default\"><div class=\"wpb_column vc_column_container\"><div class=\"vc_column-inner\"><div class=\"w-video align_none ratio_16x9 has_iframe\"><div class=\"w-video-h\"><iframe title=\"Youtube video player\" src=\"\/\/www.youtube.com\/embed\/IgOW6pgHcJ8?autoplay=0&controls=1&origin=https:\/\/digitalschoolofmarketing.co.za&loop=0&mute=0\" allowfullscreen=\"1\" loading=\"lazy\"><\/iframe><\/div><div class=\"w-video-icon\" style=\"font-size:1.5rem;background:rgba(0,0,0,0.5);color:#fff\"><\/div><\/div><\/div><\/div><\/div><\/div><\/section>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":2,"featured_media":7732,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[262],"tags":[],"class_list":["post-7729","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-marketing-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/posts\/7729","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/comments?post=7729"}],"version-history":[{"count":0,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/posts\/7729\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/media\/7732"}],"wp:attachment":[{"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/media?parent=7729"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/categories?post=7729"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/digitalschoolofmarketing.co.za\/wp-json\/wp\/v2\/tags?post=7729"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}