Sales Management Through Coevera

The eBook was originally published under the Pipeliner CRM name. Pipeliner is now Coevera — same company, evolved identity.

The topic of Sales management is very broad and is covered in countless books, so we won’t be covering it here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management. There are principles that dictate great management, and they apply to sales management, to the management of any other part of a company, and to the overall management of the company itself. The management methods we have found most effective and that have the greatest impact on effectiveness and efficiency are those of world-renowned management consultant Fredmund Malik.

“Management must be learned just like any other profession, a foreign language, or a type of sport. Management is not easy, so it must be practiced constantly. However, neither is it more difficult than other professions, so anyone can achieve a certain degree of competence, higher than that of an amateur.” —Fredmund Malik

In this ebook, we are going to get very specific: we’re going to focus on sales management through CRM. I personally believe (as do many experts today) that using a CRM is the only way to manage a sales team—and, in fact, it is practically impossible to do so without it.

There is no system in the industry today like Coevera, one that empowers precision sales management through CRM. Therefore, we can truly say that Coevera is the only truly effective tool available in the market today.

We are going to break sales management through CRM down into 4 basic functions, with a chapter covering each.

Lead Management

In sales, it all begins with leads. There is always a sales quota to be made. A quota won’t be attained without adequate opportunities—and opportunities won’t happen without adequate leads.

Even with a good inbound lead program (which most companies have today), to truly guarantee their success, every salesperson should prospect and generate their own leads. Lead management can be conducted with precision through Coevera, from lead assignment through conversion to an opportunity.

Opportunity Management

At the very heart of running a sales pipeline is opportunity management. Opportunity management consists of, first, setting up a sales process. This means knowing the various stages that your opportunities pass through, from lead all the way to close. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process.

Account Management

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which contribute to happy customers. Account management is best conducted through a CRM.

Existing accounts are the foundation and source of stability for a company. Moreover, it is far less complex and costly to keep an existing account satisfied and happy than it is to generate new business.

For all of these reasons, account management is a primary important function of an enterprise.

The War Room Concept

The War Room is a vital concept in sales management.

A physical war room in the military is a space where generals, officers, and battle coordinators visually plan battle tactics and strategies for specific operations. In business, the term has come to mean a meeting space built for the specific purpose of providing a dedicated location for stakeholders and project teams to meet and visually communicate tasks and activities associated with the execution of critical projects.

Moving over to sales, the idea is to control and manage all of your sales resources in one location, so they are all visually available, and all data is present.

Hunter and Farmer

Finally, we need to examine the two basic types of salespeople, the hunter and the farmer, and how each of these is managed.

Come with me as we explore each of these vital parts of sales management through CRM.