Sales Management
The Sales Department is central to all companies, whether large or small. The main objective is to ensure the achievement of results in terms of turnover, mainly through the definition of marketing and sales policies. The role of the Sales Manager plays an essential and unique part in this. Indeed, this figure is essential to the success of the company overall, because the Sales Manager is responsible for strategic activities such as drawing up the budget, looking for new customers and markets, managing the sales team and optimizing customer care procedures.
Does this mean achieving success at any cost? No. Trust, good relationships, professionalism and the ability to see things from different points of view, combine with passion and ethics to make a business successful.
Hence, the aim of the following articles is to help you adopt a different sales management style in order to improve results while respecting the profound values that guide each one of us.
The Engineer’s magic blackboard: a case study
An interesting case study illustrates how a simple blackboard can become a powerful tool to motivate the sales team.
Strategic budgeting: the targeted and controlled use of resources
by Alberto Aleo While doing my military service in Italy, I served with the Engineer…
Sales forecasts: rear-view mirror or a lens pointed forwards?
Here's how to make reliable and rational sales forecasts.
Looking for prospects: profiling to understand their value and potential
How to do new business in a "scientific" way.
B for Benefits
What is the difference between a boring seller and a brilliant seller? What are the advantages, how to use them and make them explicit?
How to write effective quotations with the customer as protagonist
A well written quote, attached to an effective email, is a great help to our business success. Let's learn to write it together.
Sales performance analysis: let’s start “from the bottom”!
Much of our work as consultants consists in developing the commercial activity of our corporate customers. We examine and verify their business performances and assess their results not only in terms of revenue.
Internationalization-related stress: tips for selling abroad
As a result of the crisis amongst companies, the desire for internationalization has increased. There are some precautions you should consider when approaching a foreign market.
An enquiry on the value of the customer
Customer targeting is one of the most strategic activities that can help you define objectives, plan and schedule activities, manage time effectively and, overall, achieve results. Let’s now discuss how to understand the nuances of customer value.
How to measure ethics in sales through the sales force rewarding system
Companies, and sales managers in particular, commonly believe that ethics is simply a burden that hinders the achievement of results. Let’s try to understand if this is really the case and what entrepreneurs and managers can do to help their collaborators achieve better results while playing fair.
How to draft your company’s sales forecast in 10 steps.
November is one of those months when businesses and professionals start getting ready for the upcoming year. Among the most important tasks is undoubtedly the definition of sales objectives, better known as the sales forecast.
How to design your field sales.
A good salesperson should be out in the field, visiting clients, knocking on new doors-in short, pounding the pavement. But who should they call upon, and how often? How can they avoid wasting time or making fruitless visits? Here are some useful tips for planning an effective field sales tour that will help you optimize your schedule and achieve results.
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