Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Sales Management Fundamentals: Your Company's Revenue Strategy
    Sales Management Fundamentals: Your Company's Revenue Strategy
    Sales Management Fundamentals: Your Company's Revenue Strategy
    Ebook46 pages42 minutes

    Sales Management Fundamentals: Your Company's Revenue Strategy

    By Mark Nelson

    5/5

    ()

    Read preview

    About this ebook

    When sales forces are managed well, companies drive more revenue. In this course, Learn what sales management is, why it is important, and how you can get the skills you need to become an outstanding sales manager and recruit, train, retain, and manage a high-performing sales team. Author reveals how to motivate individual salespeople and teams with compensation and quotas. Last, he provides an overview of creating and managing sales territories, including sales forecasting and evaluation of territories' performance.

    LanguageEnglish
    PublisherMark Nelson
    Release dateDec 21, 2016
    ISBN9781370520855
    Sales Management Fundamentals: Your Company's Revenue Strategy
    Author

    Mark Nelson

    Dr. Mark Nelson is a founding director of the Institute of Ecotechnics and has worked for several decades in closed ecological system research, ecological engineering, the restoration of damaged ecosystems, desert agriculture and orchardry, and wastewater recycling. He is Chairman and CEO of the Institute of Ecotechnics, a U.K. and U.S. non-profit organization, which consults to several demonstration projects working in challenging biomes around the world as well as Vice Chairman of Global Ecotechnics Corp. and head of Wastewater Gardens International.

    Read more from Mark Nelson

    Related to Sales Management Fundamentals

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      Two Powerful Ways To Grow Your Sales

      Apr 22, 2020

      If you have ever failed, you know something that those who never tried don’t. You learn much more from failure than you do from success. If you pay attention. However, salespeople are failing every day and missing the opportunity to learn. I’ve disti

      2 min read

    • Article

      Strengthening Your Sales Management

      Jun 30, 2021

      1. Providing clarity and support • Is your team prepared for ongoing volatility and uncertainty in the months ahead?• Are your Managers adept at countering the emotional impacts of stress and its impact on productivity, for themselves and their teams

      2 min read

    • Article

      Sell Like a Human

      Mar 29, 2017

      Sell Like a Human
      1 min read

    • Article

      Sales Engagement Process Design

      Dec 1, 2017

      Is it time to adapt your sales engagement process to align with today’s evolving buyers & buying processes? • Many sales engagement processes are informal and inconsistently executed • This makes it extremely difficult for sales managers to obtain co

      1 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      4 Deploy Stronger Value Propositions Within A Sales Organisation Maturity Framework

      Jun 30, 2021

      ThinkSales' Sales Organisation Maturity Framework Mature Sales Organisations are built on a state of optimisation that is agile and iterative. This is the path they follow. • Your Sales Organisation has not defined a ‘value-led’ proposition. In clien

      2 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      How To Sell New Products

      Aug 9, 2018

      How To Sell New Products
      14 min read

    • Article

      How to Sell Yourself

      Dec 1, 2019

      How to Sell Yourself
      2 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Sales Volume Or Sales Value: Which Is Best For You?

      Jun 24, 2019

      IN THIS instalment of our ‘8 levers of sales growth’ series we tackle the decision between aiming for a greater volume of new sales versus increasing the value of each sale. In some respect, this decision comes down to how many new sales can your bus

      2 min read

    Related categories

    Reviews for Sales Management Fundamentals

    5/5

    6 ratings3 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

    • 5/5
      wow wow wow
      Great book ! Helped me to perfectly understand the sales
    • 5/5
      A very condensed overview to a sales manager job. Everything included to start and a lot of useful hints from a sales pro.
    • 5/5
      I’m starting a sales team from scratch with the owner and his right hand vp, this book will help me discover what vision they will have for the sales team.

    Book preview

    Sales Management Fundamentals - Mark Nelson

    Sales Management Fundamentals

    Your Company’s revenue strategy

    By: Mark Nelson

    Copyright

    Copyright © 2016 by [buysoak]. All Rights Reserved

    No part of this book may be used or reproduced in any manner whatsoever without written permission, except in the case of brief quotations embodied in critical articles or reviews.

    buysoak@gmail.com

    www.buysoak.co.uk

    Disclaimer

    This eBook has been written for information purposes only. Every effort has been made to make this eBook as complete and accurate as possible. However, there may be mistakes in typography or content. Also, this eBook provides information only up to the publishing date. Therefore, this eBook should be used as a guide - not as the ultimate source.

    The purpose of this eBook is to educate. The author and the publisher do not warrant that the information contained in this eBook is fully complete and shall not be responsible for any errors or omissions. The author and publisher shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused or alleged to be caused directly or indirectly by this eBook.

    Contents

    Sales Management Fundamentals

    Disclaimer

    Introduction

    Welcome

    What you should know before watching this course

    1. Understanding Sales Management

    What is sales management?

    Defining the sales task

    2. Acquiring sales talent

    Recruiting salespeople

    Conducting sales training

    Motivating salespeople

    3. Creating a Sales Structure

    Defining a sales force structure

    Forecasting sales performance

    Creating sales territories

    Setting sales quotas

    4. Managing Sales Teams

    Understanding sales compensation

    Designing sales compensation programs

    Communicating sales compensation

    Managing underperforming reps

    Measuring sales performance

    Conclusion

    Next steps

    Introduction

    Welcome

    - The lifeblood of any company is the revenue that you earn from a steady stream of paying customers. For that, you typically need an effective and well-managed sales team. That's why in many companies the managers who manage the sales force are the single most important employees in the company.

    Whether you have an existing sales force or you're starting from scratch to create a new one, this course teaches you a step-by-step, systematic process for creating and managing an effective sales team. You'll learn the tools and frameworks on how to recruit, motivate, deploy, and measure sales representatives. Like marketing, sales management is an exciting career field of its own, but it takes talent and dedication. Through the concepts I'll share with you in this course, you'll begin to develop the skills to become an outstanding sales manager.

    What you should know before watching this course

    - Before you start you should know that this is a fundamentals course on sales management, including an end to end process and a set of tools to create and manage a sales team. To

    Enjoying the preview?
    Page 1 of 1