Sales POP - Purveyors of Propserity
“A Sales Manager Walks Into a Company…” Part 2
Blog / Sales Management / Apr 19, 2016 / Posted by Nikolaus Kimla / 4697

“A Sales Manager Walks Into a Company…” Part 2

In Part 1, we began diving into some very specific pain points for a sales manager—those encountered when a sales manager is newly hired into a company. Here we tell the rest of the story.

It starts like many old jokes–“A sales manager walks into a company…” But it certainly isn’t one–just ask anyone who has been there. When a new sales manager does walk into a company and is hired, he or she is expected to take the sales team—and the company bottom line—to new heights.

It is a tough position. All eyes are on sales manager–the company executives from above, and the sales reps from below.

That sales manager is going to be faced with a number of pain points. This is part 2 of the list, in roughly the order which the new sales manager should handle them.

Note: For the sake of this blog, let’s assume that our sales manager is not inheriting a drastic situation, in which sales and the team are both doing awful. We’re going to assume that they are at least capable and somewhat successful.

Also for the sake of this blog, we’ll assume our sales manager is named Lisa.

Marketing Support

The next thing that Lisa should check up on is marketing support. As we’ll cover in more detail later, a large number of leads, inbound leads, come from marketing.

Sales also require collateral materials such as customer case studies, competitor studies, price sheets, and many others, to assist in making sales. These also come from Marketing.

To ensure sales is fully receiving Marketing’s backup, Lisa should meet with the executive over Marketing to see how well Sales and Marketing are aligned. She should work with that executive to make sure they are.

Support from Support

Lisa is also going to need to check into how Tech Support backs up sales.

Any sales rep will tell you that the last thing needed while a sales is in progress is tech support issues while the product or service.  When such an instance arises, tech support must be instant and near-perfect. That’s the only way sales are consistently made.

But great tech support must continue after the sale is made, and all the way down the line. If it isn’t, there will be no repeat business.

As a note, sales are divided into pre-sales or SDR sales, sales, and then afterward they come under the Customer Success Manager. Because a sales team in creating new business has no real time to devote to existing customers, existing customers need to fall under the Customer Success Manager. We’ll be talking about the Customer Success Manager in the near future.

The Pipeline

Lisa is also going to have to pay strict attention to the structure of the sales pipeline itself. This means the sales process and its various stages.

The effectiveness of a sales process can be estimated by the number of sales that make it through to a close. When there are 1 or more stages where opportunities tend to stall, or which tend to be skipped over because they have become outmoded or useless, that sales process is losing its efficiency.

A sales process can be evolved from a actions performed by a company’s most successful reps. But once you’ve got a basic process, be ready to try it out, monitor it carefully, and change it as needed. Which leads us to our next point.

Once that process is up and being used, and for the moment is as correct as can be, attention needs to be paid to what salespeople are doing within each step of the sales process. You could say that the sales process is the horizontal process, whereas the vertical process is what occurs within each stage. The tasks and activities that make up each vertical process are every bit as important as the horizontal processes.

The sales process is another hefty subject, and we have created a lot of material on it. At the end of this article we have listed links to several of them for further reading.


The Dynamic Sales Pipeline

As anyone who has been involved with it very long knows, sales is always subject to change — it is a dynamic activity.  The is true of every  business,  and even of economies. Your products and services are also constantly evolve.

All of this means that your sales process will need to change as time goes by. Your sales pipeline must be as dynamic as the environment through which it flows

The sales manager pain point here is not only having a dynamic sales process, but also having and using a CRM solution that is just as dynamic, that can be instantly changed as needed. Most CRM systems are not that flexible—and Pipeliner specializes in it.

Pipeliner is the most flexible and dynamic CRM solution available. Try it today

To learn more about the subject of sales processes, check out these further resources:

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Sales Process Automation
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.