{"id":8669,"date":"2020-09-04T07:00:04","date_gmt":"2020-09-04T05:00:04","guid":{"rendered":"https:\/\/digitalschoolofmarketing.co.za\/?p=8669"},"modified":"2022-09-05T19:24:39","modified_gmt":"2022-09-05T17:24:39","slug":"how-sales-managers-can-grow-a-companys-profit-core","status":"publish","type":"post","link":"https:\/\/digitalschoolofmarketing.co.za\/sales-blog\/how-sales-managers-can-grow-a-companys-profit-core\/","title":{"rendered":"How Sales Managers Can Grow A Company&#8217;s Profit Core"},"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=\"354\" src=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/shutterstock_748617433-e1599134342662.png\" class=\"attachment-full size-full\" alt=\"DSM Digital School of Marketing - sales managers\" loading=\"lazy\" srcset=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/shutterstock_748617433-e1599134342662.png 680w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/shutterstock_748617433-e1599134342662-600x312.png 600w\" sizes=\"auto, (max-width: 680px) 100vw, 680px\" \/><\/div><\/div><div class=\"wpb_text_column\"><div class=\"wpb_wrapper\"><p>Even in today\u2019s economy, sales are able to create remarkably large profit gains by growing their profit core \u2014 in other words, selectively enhancing the profitability of their existing book of business. This has immense leverage.<\/p>\n<p>In most companies, between 10 and 15% of the customers are responsible for generating 150 -200% of the reported profits. Interestingly enough, between 15 and 20% of the customers eat away at 50% or more of these profits. The lingering 65%-75% of the customers generate only minimal profits or losses. We call the:<\/p>\n<ul>\n<li>High-profit <a href=\"https:\/\/digitalschoolofmarketing.co.za\/blog\/how-to-understand-customers-in-a-digital-marketing-environment\/\">customers<\/a> \u201cprofit peaks\u201d,<\/li>\n<li>Large low-profit customers \u201cprofit drains\u201d, and<\/li>\n<li>Small minimal-profit customers \u201cprofit deserts.\u201d<\/li>\n<\/ul>\n<p>This profit segmentation is the key to increasing your profit core as each segment needs a different growth game plan.<\/p>\n<p>As there are so many moving components within an organisation, the sales management process needs to be fully grasped in order to ensure that each aspect of the joint sales effort is operating effectively. The primary focus of the sales managers should be to maximise profit for the team all while providing the very best value to customers.<\/p>\n<h2><strong>What Is The Role Of The Sales Manager?<\/strong><\/h2>\n<p>It is the job of the sales manager to:<\/p>\n<ul>\n<li>Develop a sales force,<\/li>\n<li>Coordinate sales operations, and<\/li>\n<li>Implement sales techniques that allow a business to constantly hit, and even exceed, its sales targets.<\/li>\n<\/ul>\n<p>If your business takes in any revenue at all, a sales management strategy is an absolute necessity. When it comes to improving sales performance for any size of operation, no matter what the industry is, the secret to success is always accurate sales management processes.<\/p>\n<p>Besides assisting your company reach its sales objectives, the sales management process gives you the opportunity to stay in touch with your industry as it grows. This can be the difference between surviving and flourishing in an ever more competitive marketplace.<\/p>\n<p>If you\u2019re an experienced or new sales manager, you should be able to assess and gain visibility into your current sales force. Once you have an unobstructed view of the processes that need to be monitored and how to keep up with them, you\u2019ll be equipped to identify issues early on, coach team members before it is too late, and have a better overview of the tasks the team should be doing to increase its sales.<\/p>\n<\/div><\/div><div class=\"w-video align_none ratio_16x9 has_iframe\"><div class=\"w-video-h\"><iframe title=\"Vimeo video player\" src=\"https:\/\/player.vimeo.com\/video\/338870175?autoplay=0&loop=0&autopause=0&color=00adef&portrait=0&byline=1&title=1&controls=1&muted=0\" frameborder=\"0\" allow=\"autoplay; fullscreen\" allowfullscreen 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 class=\"w-separator size_medium\"><\/div><div class=\"wpb_text_column\"><div class=\"wpb_wrapper\"><h2><strong>Train, Coach And Mentor<\/strong><\/h2>\n<p>Beyond merely leading your team, it\u2019s your job as a <a href=\"https:\/\/digitalschoolofmarketing.co.za\/blog\/what-does-a-digital-sales-manager-do\/\">sales manager<\/a> to efficiently train your team members and continue assisting them to grow professionally. Great sales managers can easily switch between zooming in (in order to work in a rep\u2019s world) and back out to perceive the bigger picture of how things are going more broadly in the team.<\/p>\n<p>Questions that a sales manager will ask themselves is:<\/p>\n<ul>\n<li>Are several reps facing the same challenges?<\/li>\n<li>What kinds of inhibitors are standing in the way of hitting quarterly targets?<\/li>\n<\/ul>\n<p>A great sales manager needs to grow in their ability to not only identify but answer these types of questions. When this is done, their value as a sales manager will be all but proven already.<\/p>\n<p>If increasing revenue is part of your mandate, which it is, then break your organisation into the key elements of strategy, structure, people and process. Ask yourself how well you&#8217;re doing around each. We promise you that you&#8217;ll learn more than you were ready for and that&#8217;s a good thing. Sales strategy, structure, people as well as process are the sole ways to grow revenue!<\/p>\n<h2><a href=\"https:\/\/digitalschoolofmarketing.co.za\/contact-us\/\">Get in touch with the Digital School of Marketing<\/a><\/h2>\n<p>If you are interested in growing the revenue of your business then you need to do 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-8670 size-shop_single\" src=\"https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/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\/09\/Sales-management-600x96.jpg 600w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/Sales-management-300x48.jpg 300w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/Sales-management-1024x164.jpg 1024w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/Sales-management-768x123.jpg 768w, https:\/\/digitalschoolofmarketing.co.za\/wp-content\/uploads\/2020\/09\/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. 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