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Tips for Precise, Predictable Sales Management
E-books / Sales Management / Nov 28, 2016 / Posted by Nikolaus Kimla / 7561

Tips for Precise, Predictable Sales Management

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Sales management is anything but easy—just ask anyone who has done it. The sales manager is supervising people who are innately self-sufficient loners and who really don’t want to be supervised. Salespeople make their own observations and conclusions and commonly don’t take directions too well. Add to all of that the lack of accurate analysis tools on the part of sales management and you have a recipe for uncertainty at best.

No single book could cover everything there is to know about sales management—not by a long way. But this ebook provides some powerful, basic tips to make sales management considerably more bearable.

Chapter 1: Creating a Sales Process

Today a sales process is essential to a smoothly functioning sales force. Considerable time and care should be taken in its creation, for it is as essential to your business as a business plan or product specifications. You wouldn’t skimp on those—don’t skimp on the sales process, either.

Chapter 2: CRM Solutions: Way Beyond the Numbers

Traditional CRM systems, despite all their “bells and whistles” of advanced technology, have not made the necessary changes to become the streamlined tools they need to be. In today’s highly competitive business environment, a CRM solution must be far more than a complex method for measuring potential and accomplished quota achievement. In fact it needs to be the backbone, memory and mind of a sales force and all who must interact with it.

Chapter 3: 4 Steps to Easier Sales Management

Sales management is anything but easy—just ask anyone who has done it. But there are 4 steps which, if fully applied, will at the least greatly ease sales management’s burden.

Chapter 4: Sales Management: Recruiting and Retaining a Premier Sales Force

Instability and turnover within a sales force can be one of sales management’s worst nightmares. There are five key elements to recruiting—and far more importantly, keeping—a stable team of high-powered sales reps.

Chapter 5: 4 Ways to Improving Sales Force Skill Through Analytics

The key to improving the sales force is through coaching from sales management. While this has been known and discussed for some years, what might not be so obvious is the importance of sales analytics to the process. Here are four ways to improve sales force skill through the use of those analytics.

Chapter 6: Sales Analytics: Eliminating “Hockey-Stick” Revenue Performance

“Hockey-stick” is a fairly common descriptive term that describes a revenue graph that creeps along the bottom or the middle of the graph for most of a period, usually a quarter, and then in the last few weeks jumps up to the top (resembling a hockey stick). The skillful implementation of a sales process, CRM solution and the right sales analytics will do away with “hockey stick” revenue performance—along with the severe stress brought to bear on sales reps and the rest of the company.

Download Tips for Sales Management now.

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

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Comments (5)


Simon Johnson commented...

Thanks for posting the amazing tips for sales professionals….Thumbs Up!!!! Well guys, I have also found an amazing source for marketers and sales professionals, named #RickSaulle on YouTube. This channel has very impressive & informational videos and tips for sales professionals. If you have time then take a look. For more sales related professionals & informational tips and videos, follow the channel here!!

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