We know that you will need to hire talent for this role in the future. Therefore, we have developed a comprehensive manual to make your job easier. This is the first post in the series.
Here are the posts related to the topic of Sales Manager:
What is a Sales Manager? (This post)
The 5 skills that a Sales Manager must have.
The 5 tools you should consider in a Sales Manager.
The 5 KPIs you should consider in a Sales Manager.
The 4 questions you should ask in your interview with a Sales Manager.
In this post, we explain what a Sales Manager is, their responsibilities, average salary in the labor market, and the studies required for the position.
What is a Sales Manager?
A Sales Manager is responsible for managing, training and leading the sales department of an organization. This includes designing and implementing sales strategies, supervising salespeople and defining business goals.
To achieve this, the professional uses his knowledge of administration and sales, thus managing to determine the area's objectives and the best routes to meet them. In addition, he uses his negotiation and team management skills to train sales executives.
Although the Sales Manager is the head of the sales advisors, he or she also works with the marketing, customer service and product development departments. Depending on the size of the company, he or she reports to the Commercial Director, Sales Director or CEO of the company.
Companies that have a Sales Manager have greater growth in the market because he or she is responsible for leading the entire area to meet goals. In addition, the professional becomes a direct path between customers and the company, thus improving the user experience. This generates greater brand recognition and represents more income for the organization.
Responsibilities
Setting area objectives
Design and implementation of sales strategies
Execution of the budget and sales forecast
Sales Team Management
1. Establishing area objectives
Setting area objectives is the process of defining the desired results in a specific time period. Objectives are like a ladder: they follow an orderly and logical process that allows you to reach the goal. In the sales area, objectives cover profitability, sales volume, market share and loyalty.
To set objectives, the Sales Manager uses the following process:
Market research: product knowledge and acceptance. Also considers competitor strategies.
Analysis of previous results: understanding the current situation of the company and its future projections.
Assess the capabilities of your team and company: study the structure of the company, particularly the sales area, and determine the skills of the team.
Get to know the profile of the team's salespeople: estimate the experience and type of clients of each salesperson.
Monitor the process of each Sales Executive: close supervision of compliance with the goals and objectives of the area.
Reward achievements: incentivize area workers for each goal met.
The Sales Manager sets area goals and objectives to explain to his team why their work is important and how it relates to the company's short, medium and long-term strategy. He also uses these objectives to motivate his team and measure the growth of the area.
2. Design and implementation of sales strategies
The design and implementation of sales strategies is the process through which the steps to follow to meet the area objectives are determined. The design consists of planning the strategy, that is, the what and the why. While the implementation is the communication of the strategies, the allocation of resources, the training and orientation of employees and, finally, the metrics that measure the progress of the sales strategy.
To design and implement sales strategies, the Sales Manager considers sales objectives, sales channels, the budget allocated to each sales action, the time allocated to each activity and a follow-up schedule.
The implementation of sales strategies uses the following structure:
Market analysis and segmentation: This is a market research that includes the identification and selection of potential customers who have similar needs and characteristics.
Definition of sales objectives: sales objectives are chosen for the area.
Sales strategy development: is the planning of all the activities and actions that can be carried out to meet the objective.
Implementation of strategies: consists of the allocation of resources and those responsible for each activity.
Monitoring and adjustment: monitoring sales performance. Based on this, necessary adjustments are made.
The Sales Manager designs and implements sales strategies to guide his team to meet the objectives of the area. To carry out these strategies, he uses tools such as CRM systems, project management tools, and sales tracking and analysis tools.
3. Execution of the budget and sales forecast
Budget execution is the calculation of the profits that the company will generate over a period of time. To do this, data such as the quantity of products sold, the price at which they will be sold and environmental data such as market knowledge are used.
The sales forecast is a projection of the sales that the company should generate in a given time. To calculate it, market trends, competition, sales process, company history, among others, are considered. With this report, the company predicts the team's performance considering the challenges, risks and chances of success.
A sales manager uses budget execution and sales forecasting to manage the area's resources and anticipate consumer behavior. This allows for good expense control in order to decide which areas of the company need more or less investment. In addition, it promotes efficiency in the sales area and business decision-making.
4. Sales team management
Sales team management is the coordination, coaching, and supervision of sales team members. Broadly speaking, this responsibility encompasses conflict resolution, effective communication, performance evaluation, and team member training.
The Sales Manager uses team management to ensure that team members' responsibilities are clear and to motivate the work of his team. In addition, he creates educational protocols to improve the skills of sales executives. Finally, he provides appropriate feedback that allows the fulfillment of the area's objectives.
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Job Descriptions
Salary of the position
According to sources such as Michael Page, Hays, Indeed, Talent.com and Glassdoor, the average salary for Sales Managers in Latin America is USD $2,029 , with Chile and Mexico being the countries with the highest salaries in the region. The following table is a comparison of Latin American countries.
What is the recommended training for a Sales Manager?
The professional has university training in one of the following areas:
Business Administration
Industrial engineering
Marketing and advertising
Business Management
Finance
These types of university courses are a basis chinese overseas asia phone number data for a person to start in the area. However, professionals in this field study to specialize in the subject. Some options they have are:
1. Hubspot Certified in Developing a Modern and Effective Sales Team
This program is focused on the design of scalable sales processes. It also teaches professionals coaching and leadership skills, in order to implement training and hiring programs that help the company grow.
Certification Information:
Study mode : online.
Ideal for: Sales Executives, Account Managers, Sales Managers
Approximate duration: 4.11 hours.
Price : Free.
2. Course in Sales Techniques and Marketing Management from IEBS
This course teaches sales and negotiation techniques. However, its greatest attraction is the sales storytelling module, where students learn to sell problems and solutions. This appeals to all types of clientele, both in person and digitally.
Certification Information:
Study mode : online.
Ideal for: Recent graduates in finance and marketing, entrepreneurs, sales executives and sales managers.
Approximate duration: 1 month.
Price : $427 USD.
3. Cornell Sales Growth Certificate
This certificate trains professionals in the segmentation of potential clients and market niches to better take advantage of growth opportunities.
Certification Information:
Study mode : online.
Ideal for: Sales Executives, Account Managers and Sales Agents
Approximate duration : 3 months
Price : $2,625 USD.
4. RAIN Group Sales Management Certificate
This certificate aims to train professionals in sales management and coaching. To this end, it offers modules on leadership, motivation, team management, interviewing and staff recruitment. In addition, it focuses on growth and techniques for increasing sales.
Certification Information:
Study mode : in-person or online.
Ideal for: Sales Executives, Account Managers, Sales Managers
Approximate duration and price : Depends on the student's requirements and depth. Please contact RAIN Group for a quote.
Conclusion
Now you know the most important things about the Sales Manager position. Keep this in mind when you begin your next recruitment process. Remember, the important thing is to know the main characteristics of the position you are interested in.
Here are the posts related to the topic of Sales Manager:
What is a Sales Manager? (This post)
The 5 skills that a Sales Manager must have.
The 5 tools you should consider in a Sales Manager.
The 5 KPIs you should consider in a Sales Manager.
The 4 questions you should ask in your interview with a Sales Manager.
If you are looking to recruit your next Sales Manager 100% online, now is the best time to start a free pilot with Aira and update your recruiting tools. Schedule a call with us!
