Sales Management: Shaping Future Sales Leaders
                   Introduction to 
                   Sales Management
                   Chapter 1
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    Learning Objectives
     Define strategy hierarchy and understand how sales and 
      marketing strategies affect overall strategy
     Identify different types of selling strategies and how the 
      selling process varies
     Describe the sales management process and 
      responsibilities and activities of sales managers
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     The Future for sales and sales force 
     management is pretty bright. 
  Many consumer believe the sales profession not a noble endeavor.
  Business customers have a better appreciation for selling profession, 
    because these buyers rely on salespeople to bring them solutions to the 
    business problems that challenge them.
  Product knowledge, technical expertise, and business acumen are all 
    required to satisfy customers' needs. 
  Sales positions are hardest to fill.
  Sales consumes >20% of a firm’s revenue.
  as a career opportunity, starting in sales is an excellent choice. 
  Many CEOs got their start in sales.
  Sales mangers tends to earn more than their counterparts in other areas, 
    moreover, sales jobs will grow at much faster rate than other professions.
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     From Sales Rep to Sales Manager
  “Manager of people”
  Sales success is poor 
    predictor of success as 
    sales manager
  Most successful sales 
    reps are eventually 
    pressured to make the 
    transition to sales mgmt
      “This is a decision that 
       must be carefully 
       analyzed because it’s not 
       an easy transition to go 
       from being a player to a 
       coach.”
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      What Being a Sales Manager Means
       Coaching               Coaching salespeople so they can improve
                              Developing strategies and delegating the 
       Developing              responsibility for implementation to others
                              Figuring out how to motivate people, some who 
       Motivating              are older than you
                              Convincing others in the organization that what is 
       Convincing              right for the sales force is right for their 
                               departments, too
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