Sales Manager: Discover its importance and main functions
Posted: Tue Dec 17, 2024 7:01 am
The position of sales manager is essential for the growth and profitability of any company , and the figures prove it:
According to Forbes , an effective sales manager is 50% more likely to achieve business goals.
Harvard Business Review, meanwhile, found that high-performing sales managers increase their team's results by 20% or more.
A CSO Insights report found that successful sales managers have a 10% higher deal closing rate than others.
In this article, I give you a detailed overview of the essential functions of this position so that you can discover how their strategic leadership, management skills and focus on achieving results have a direct impact on the commercial success of an organization.
What is a sales manager?
A sales manager is a professional responsible for leading and coordinating the sales team to maximize an organization's revenue. Their duties include:
Working collaboratively with senior management to set sales targets, define strategies and develop action plans to achieve them. This involves analyzing the market and identifying growth opportunities.
Monitor team performance and provide guidance to help them achieve their individual and collective goals. Additionally, set sales quotas and conduct performance appraisals.
Develop client relationships and participate in key meetings to negotiate business agreements.
Analyze sales results , using metrics such as conversion rate, revenue generated, and profitability.
Track performance indicators and use this information to make decisions that improve results.
Work closely with other company departments such as marketing, finance country email list and customer service to ensure alignment of strategies and exchange of relevant information.
Differences between a sales manager and a commercial manager
While the terms “sales manager” and “commercial manager” are often used interchangeably, there are some subtle differences between the two roles. Here are the most common ones:
Responsibilities approach
Sales Manager : Focuses on implementing specific strategies and tactics to drive sales.
Commercial Manager : Responsible for the overall management of an organization's commercial activities. This includes not only sales, but also:
Strategic planning.
Business development.
Key account management.
Collaboration with other departments.
Monitoring the overall performance of the sales team.
Scope of responsibilities
Sales Manager : Your objectives are:
Promote and manage sales.
Monitor strategies.
Prospecting.
Customer tracking.
Closing of agreements.
Income generation.
According to Forbes , an effective sales manager is 50% more likely to achieve business goals.
Harvard Business Review, meanwhile, found that high-performing sales managers increase their team's results by 20% or more.
A CSO Insights report found that successful sales managers have a 10% higher deal closing rate than others.
In this article, I give you a detailed overview of the essential functions of this position so that you can discover how their strategic leadership, management skills and focus on achieving results have a direct impact on the commercial success of an organization.
What is a sales manager?
A sales manager is a professional responsible for leading and coordinating the sales team to maximize an organization's revenue. Their duties include:
Working collaboratively with senior management to set sales targets, define strategies and develop action plans to achieve them. This involves analyzing the market and identifying growth opportunities.
Monitor team performance and provide guidance to help them achieve their individual and collective goals. Additionally, set sales quotas and conduct performance appraisals.
Develop client relationships and participate in key meetings to negotiate business agreements.
Analyze sales results , using metrics such as conversion rate, revenue generated, and profitability.
Track performance indicators and use this information to make decisions that improve results.
Work closely with other company departments such as marketing, finance country email list and customer service to ensure alignment of strategies and exchange of relevant information.
Differences between a sales manager and a commercial manager
While the terms “sales manager” and “commercial manager” are often used interchangeably, there are some subtle differences between the two roles. Here are the most common ones:
Responsibilities approach
Sales Manager : Focuses on implementing specific strategies and tactics to drive sales.
Commercial Manager : Responsible for the overall management of an organization's commercial activities. This includes not only sales, but also:
Strategic planning.
Business development.
Key account management.
Collaboration with other departments.
Monitoring the overall performance of the sales team.
Scope of responsibilities
Sales Manager : Your objectives are:
Promote and manage sales.
Monitor strategies.
Prospecting.
Customer tracking.
Closing of agreements.
Income generation.