Sales are the ultimate purpose and end-all objective for any company or organization. However, without a sales manager, it can be extremely difficult to achieve organizational sales targets.
A sales manager is defined as a person that directs the distribution of a particular business’s products or services to clients and customers to meet previously set sales objectives and targets. Thus, they play an indispensable role in the success or failure of a business.
Sales managers are an extremely valuable aspect of any sales department. Therefore, it is essential for businesses to understand the role of a sales manager in their business’s revenue engine and overall hierarchical framework.
Roles and responsibilities of a sales manager
1) Motivating and directing sales representatives
Motivating company sales representatives is one of the most important responsibilities of a sales manager. Highly engaged and motivated teams can increase business profitability by up to 21%. A sales manager must ensure that the organization’s employees are all working towards one common sales target by effectively motivating them.
Common ways of achieving this include setting up attractive monetary rewards and incentive schemes in order to persuade sales representatives to deliver their best. Furthermore, sales managers must advise and set realistic targets for each sales representative.
2) Achieving targets and delivering desired results
Sales managers are responsible for achieving sales targets and delivering desired results expected by executive management. They achieve organizational objectives by setting achievable and realistic sales targets, undergoing effective promotional planning, successful budgeting, analyzing past and current sales representative performance, and projecting future sales performance.
A sales manager must also devise and deploy new sales strategies and techniques to achieve the business’s sales targets more efficiently and reliably. Subsequently, a sales manager must supervise how effective sales representatives and these implemented sales strategies are in order to refine sales methods more closely.
3) Foster client and customer relationships
23% of a sales manager’s time is spent on customer interaction. Creating, maintaining and improving existing and prospective client relationships is one of the most vital roles of a sales manager.
They are also required to communicate with customers and satisfactorily resolve concerns or questions that they may be facing. Furthermore, a sales manager must attract prospective customers and generate new sales leads through creative brand promotion. Well maintained client and customer relationships are one of the key aspects of achieving satisfactory sales revenue.
Corteza CRM Suite For Sales Managers
Corteza’s CRM Suite is the perfect tool to assist sales managers with their day-to- day administrative duties and responsibilities such as sales forecasting and quota management. CRM software can help sales managers automate several business processes to streamline and better control the overall sales process.
Corteza’s CRM Suite is highly scalable, secure and can be customised and personalised to fit your organisation’s needs and preferences. Try a demo to see how you can take advantage of the power of Customer Relationship Management platforms.