What do you mean by management? Management according to winkipedia "is the directing of a group of people or entities toward a goal." Includes various types.
What we are going to talk about here is management of a group of sales people. There have been a lot of books written about this subject, it is even taught in school... How come then, that we encounter misfit managers seating in a position they do not even understand?
In Sales, most specially where Sales managers are promoted by the volume of Sales generated, rather than by their ability to handle and manage people under them. Sales matters in any business operation; However in most sales organization that I have been observing, being a part of it; Turn over of sales people in the organization is fast due to the incompetence of a sales manager. The incompetence of a sales manager, most likely was due to a promotion driven by production, or due to a personal recommendation of somebody one knows in the organization. Is there a negligence on the part of the human resources in cases like this? or is it a generally accepted fact that in sales organization, turn over of sales people is common.
With the articles below, I intend to share a research material with the hope of reminding those in the career of Sales Management to review, revive and practice as a personal discipline to give people under them fair service, people under them in most cases are agents, brokers or sellers who might be working for themselves but working with them, contributing to the groups sales and helping in the performance of the Sales manager. This people under them deserve a skilled Sales Managers.
Sales Managers as discussed in winkipedia
It is the goal of a
qualified and talented sales manager to implement various sales strategies and
management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as over site concerning the fair and honest execution of the sales process by his agents.
Thanks to the winkipedia, we can have a review of what is takes to be a sales manager to give justice to the position. It may not matter whether one have completed college, if only one would have this skills and abilities acquired for the career. With this skills in constant practice, review and updated. A sales manager contributes more to the organization he/she belongs.
Source: Minnesota Department of Education and Minnesota Department of Employment and Economic Development.
Page last updated in February 2007
Skills and Abilities
People in this career need to:Communicate
Listen to others, understand, and ask questions.
Express ideas clearly when speaking or writing.
Read and understand written information.
Reason and Problem Solve
Notice when something is wrong or is likely to go wrong.
Understand new information or materials by studying and working with them.
Judge the costs and benefits of a possible action.
Analyze ideas and use logic to determine their strengths and weaknesses.
Combine several pieces of information and draw conclusions.
Develop rules or follow guidelines for arranging items.
Think of new ideas or original and creative ways to solve problems.
Use reasoning to discover answers to problems.
Identify problems and review information. Analyze options and apply solutions.
Use Math and Science
Use math skills to solve problems.
Manage Oneself, People, Time and Things
Manage the time of self and others.
Check how well one is learning or doing something.
Motivate, develop, and direct people as they work.
Decide how to spend money to get the work done and keep track of how the money was used.
Work with People
Look for ways to help people.
Persuade others to approach things differently.
Be aware of others¿ reactions and change behavior in relation to them.
Solve problems by bringing others together to discuss differences.
Teach others how to do something, using several methods.
Work with Things
Analyze needs and requirements when designing products.
Knowledge
People in this career need knowledge in the following areas:
Mathematics: Knowledge of the rules and uses of numbers. Areas of knowledge include arithmetic, algebra, geometry, and statistics.
Sales and Marketing: Knowledge of advertising and selling products and services.
Computers and Electronics: Knowledge of computer hardware and software.
English Language: Knowledge of the meaning, spelling, and use of the English language.
Customer and Personal Service: Knowledge of providing special services to customers based on their needs.
Administration and Management: Knowledge of managing the operations of a business, company, or group.
Interests
People in this career are people who tend to:
Consider independence important. They like to make decisions and try out ideas on their own. They prefer jobs where they can plan their work with little supervision.
Consider recognition important. They like to work in jobs which have opportunities for them to advance, be recognized for their work, and direct and instruct others. They usually prefer jobs in which they are looked up to by others.
Consider good working conditions important. They like jobs offering steady employment and good pay. They want employment that fits their individual work style. They may prefer doing a variety of tasks, working alone, or being busy all the time.
Consider achievement important. They like to see the results of their work and to use their strongest abilities. They like to get a feeling of accomplishment from their work.
Consider relationships important. They like to work in a friendly, non-competitive environment. They like to do things for other people. They prefer jobs where they are not pressured to do things that go against their sense of right and wrong.
Have enterprising interests. They like work activities that involve starting up and carrying out projects, especially in business. They like to lead and persuade others, make decisions, and take risks for profit.
Have conventional interests. They like work activities that follow set procedures, routines, and standards. They like to work with data and detail. They prefer working where there is a clear line of authority to follow.
