Sales POP - Purveyors of Propserity
Sales Management: 4 Changes for Tomorrow’s World
Blog / Sales Management / Sep 24, 2013 / Posted by Nikolaus Kimla / 5952

Sales Management: 4 Changes for Tomorrow’s World

Sales Management ReportsSales management-sales force relationship is changing. Why?

As covered in recent articles, the military-style corporate structure so prominent after World War II is finally starting to fade away.

Where previously it was only the leaders that made decisions and passed them down the line as orders, now everyone, from the Vice President down to the assistants’ assistants are being made fully responsible for their own positions and allowed to think for themselves. This isn’t some sort of corporate anarchy; it is actually the full utilization of all the ability resident in an organization. It is nowhere more welcome than in the sales management-sales force relationship.

Here are four of the broad changes that are vitally needed—and that are coming about in forward-thinking companies as you read this.

#1: Self-Innovation

The tradition of corporate culture has been anything besides “think for yourself.” Individual innovation has been discouraged and in some cases disciplined. This modus operandi is being replaced with one in which the “ordinary worker” is being encouraged to fully do his or her job.

What does this mean? It means employees are free to innovate methods of conducting their jobs to company benefit. They are given the latitude to create their jobs instead of simply and only following directions.

This kind of operation carries extremely well into the sales management department.

#2: Sales Reps as Entrepreneurs

Sales reps are innately entrepreneurs. They are capable of seeing opportunity that others miss. They embrace a system in which they are responsible day-to-day for their own incomes. No matter who they work for, at the end of the day they see the “buck stopping here” as it relates to their own sales.

To reduce a person with these qualities to the level of “data entry clerk”—demanding and enforcing excessive data input into a CRM solution that will never be useful to them and only partially useful to sales management—is not only detrimental to sales force morale but to the company’s prosperity.

Modern companies are not only valuing sales reps and their entrepreneurial spirits—inviting their input into sales strategies, marketing campaigns and in some cases even product development—they are also adopting CRM solutions that are flexible, logical and that actually empower salespeople. The data that must be entered is data that they can then easily retrieve, and that will greatly assist them in managing their pipelines.

Such CRM applications also contain quick and easy tools that for the first time allow the sales reps themselves to analyze and forecast their own sales. This is a whole new level of control for salespeople of their own pipelines.

This last aspect also brings a great advantage to sales management.

#3: Sales Management—More Effective Control

Traditionally sales management’s role has been one dealing almost exclusively with numbers. They create and/or are given quotas to pass onto the sales reps, and are constantly seeing that the reps are meeting their quotas. They have regular meetings with salespeople for the purpose of creating sales forecasts. They then spend time putting together those forecasts and sending them up to company executives, who rely on them for those all-important financial projections.

But today, thanks to leading-edge CRM solutions, sales reps themselves create forecasts of their own sales pipelines, and simply forward them to their sales managers. The sales manager can take these forecasts and quickly combine them (modifying as needed) and forward them to company executives.

With the considerable time now saved in forecasting and analysis duties, the sales manager can now spend more time coaching and seeing to the further education of sales reps. The sales manager is now going to have a team that is constantly improving in sales technique.

#4: The End Result

What do all these changes mean for today’s companies? In actual fact they are positioned to succeed like no company ever has been in the last 50 years: all staff in an entire company are functioning to the absolute best of their abilities. Included in this amazing transformation are the most important staff to the immediate income of the organization: sales managers and the sales force.

It doesn’t get any better than that.

See our other articles on the changes in the sales management-sales force relationship.

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.