Sales management is responsible for setting the sales culture. Culture is described as the work styles and values of the team. Sales management, through the decisions it makes, the programs they launch, and the way upon which they manage performance, dictate the culture of the sales force.
Sales management is focused on building a team, developing people, managing key sales processes, measuring performance, and implementing change.
An Organization with Highly Capable Front Line Sales Managers Enjoy the following Benefits:
- Balanced performance
- Adoption of best practices
- High degrees of accountability
- Productive and tenured sales reps