Note – we are concentrating on Chicago in the article but the principles are universal in nature. Primarily that it makes good business sense to have well managed sales and not all company executives and managers are full versed in all aspects of sales management.
Sales Manager Or Sales Management?
Most companies exist to produce something and sell it on to customers in return for profit. Sales management is a term that could be used as an alternative to marketing in the broadest sense that is the top to bottom management of everything that has a bearing on obtaining the profit.
The sales manager on the other hand is only responsible for managing the actual sales activities of the company. This is usually under the supervision of those responsible for the wider aspects of overall company policy.
Training, Guiding, Assisting And Assessing The Sales Manager
The sales manager has to both set his own goals and achieve those set for him by higher echelons of management. The processes involved are similar across a wide spectrum of commercial activities but can become variable when the size of the organization and its area of operations are factored in.
Let’s consider a relatively large organization that wishes to sell its product at least nationwide (if not overseas as well). Normally, such a company will have its headquarters in a single geographical location; but, it is not practical to have all the members of the sales team operating out of this single location. Strategic branch offices can help; but, by and large, individual salespeople will be working well away from direct head office supervision (maybe even operating out of their own homes). Under such circumstances, maintaining sales management control might not be an easy task.
Then there are factors like recruitment; rewards and remuneration; training and motivation to be considered at long distance. The internet certainly helps with communications these days; but any sales manager could be excused for wishing additional help.
Sales Management Consultant
Such a consultant helps the sales manager achieve his targets by determining strategies for improving sales performance. The consultant will initially spend time on discussions with all levels within the company; so as to gain insight into the company’s reason for being plus its short and long term aims and the way it currently sets about achieving them. Upon completion of this in depth analysis; the consultant can then work one on one with the sales manager on the introduction of the new proposals.
The Sales Coaching Institute in Chicago has a dual role in so much as it provides specialized sales training and can also provide companies with a specific Sales Management Consultant In Chicago.