Role of a manager

Traditional levels of management in business:

• Senior Management:

  • E.g Board of directors

  • Set corporate objectives and strategic direction

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

• Middle Management:

  • Accountable to senior management

  • Run business functions and departments

• Junior Management

  • Supervisory role, accountable to middle management

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

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