Sales Management Functions: Training, Supervising, Coaching & Mentoring in Business

What are the four core functions of sales management?

Training, Supervising, Coaching, Mentoring

What are the primary responsibilities of a sales manager?

Leads team, provides training, coaching, supervising, mentoring, and oversees career development and sales performance.

What titles are commonly held by sales managers?

Manager, District Manager, Regional Manager, Director, Senior Director.

What is the purpose of the trainer function in sales management?

To teach skills needed to execute the sales process and represent the company/products.

When does training typically occur in sales management?

During new hire training/onboarding, new product launches, new job responsibilities, and orientation.

What is the difference between orientation and onboarding in sales training?

Orientation is an operational introduction lasting 1 day to a few weeks; onboarding is strategic development lasting 2 weeks to 1 year.

Why is training important in sales management?

It takes 8-12 months to gain proficiency, retraining is expensive, and only 6% of new hires exceed expectations while 48% fail.

What are the core components of the supervisor function?

Planning objectives, tracking progress toward goals, and providing continuous feedback.

What are common settings for supervision in sales management?

Field, office or conference room, virtual meetings, and HQ with HR for IAP/PIP.

What statistics highlight the ineffectiveness of performance reviews?

90% of reviews are ineffective; 69% of companies rely on annual/bi-annual reviews.

What is the primary focus of the coaching function in sales management?

To observe representatives and develop their skills to improve execution.

When does coaching typically occur?

In the field, during sales calls and meetings, role plays, and ongoing sessions.

What is the significance of mentoring in sales management?

Provides informal guidance, helps navigate real-world challenges, and offers career guidance.

What should a mentoring program include?

Clearly defined roles, kickoff meeting, shared expectations, milestones, and evaluation.

What are the key lessons for managers in sales management?

Must want to coach/train, enjoy the process, and not just focus on bottom-line results.

What is the role of sales leadership?

To motivate the sales organization toward shared goals and manage organizational culture.

What are the three leadership styles mentioned in sales management?

Considerate, Transformational, and Servant Leadership.

What is the trend in leadership styles in sales management?

Moving toward Servant Leadership, which results in lower turnover, higher morale, and better performance.

What is the purpose of budgeting and forecasting in sales management?

Acts as a company GPS, determines sales expectations, and drives revenue, profit, and staffing.

What are the two types of sales budgets mentioned?

Sales Budget (long-term) and Sales Forecast (short-term).

What are the four types of sales data?

Descriptive, Diagnostic, Predictive, and Prescriptive.

What metrics are used to evaluate salesperson performance?

Win rate, conversion rate, activities, and leakage.

What is the benefit of using sales analytics?

Improves performance, customer understanding, efficiency, and stronger quotas & forecasts.

What is the purpose of dashboards in sales management?

To display metrics like deals closed, leakage, quota attainment, and provide real-time insights.