Role of a manager

What features of senior management are there?

• E.g Board of directors

• Set corporate objectives and strategic direction

• The board is responsible to shareholders; led by the CEO

What features of middle management are there?

• Accountable to senior management

• Run business functions and departments

What features of junior management are there?

• Supervisory role, accountable to middle management

• Monitor and control day-to-day tasks, and manage teams of workers

What are the main roles of managers?

• Set objectives: Sales targets by product and territory

• Analyse performance: Sales performance compared with last year and budget

• Review performance: Individual appraisals for each salesperson

• Make decisions: Where and how to spend the promotional budget

• Lead others: Motivate, encourage and inspire the sales team