Sales Management

The Sales Management Initiative is one of the most important to the success of implementing a sustained sales and service culture. It is up to management to keep it alive.

Management’s ability to communicate performance goals, model effective behaviour, lead by example, build teams, motivate individuals, and deliver constructive feedback is critical. The one area that will make or break the development of sales and service performance is the area of Sales Management. If managers cannot lead, coach, and manage their people in the most effective way, employees will not take the process seriously. As a result, their interactions with customers will not be as productive as possible.

An organization’s commitment is a top-down endeavor. Executive Management must demonstrate their commitment to the process. Showing commitment includes approving sufficient budget dollars, maintaining visible support to the culture development, linking the institutions vision, mission, and values to the strategic sales and service culture development, championing the process and defending it from opponents.