What are the Functions of Sales Management?

What are the Functions of Sales Management

Sales management’s actual functions include supervising the sales force, developing plans, and defining goals. It also includes ensuring the overall efficiency of the sales process in order to achieve the best possible results for the company.

What is sales management?

Before you know about Functions of sales management, you should understand what sales management is and how it works. Managing your sales staff consists of two major components. The first step is to ensure that everyone understands what they are doing and what is expected of them. The second step is to maintain track of the sales that have been made.

To keep everyone on track, set goals and benchmarks for the team to strive for. A to-do list or diary should also be used to ensure that each team member does what is required at the appropriate time.

These include making phone calls, sending messages, or physically attending meetings. Sales meetings, which can take place at the customer’s site, are frequently one of the most difficult components to manage. The salesperson must arrive on time, bring the necessary information, and possibly leave in time for their next meeting.

The Functions of Sales Management

Today’s sales management is very different from what it was years ago. It requires new roles, tasks, and skills to carry them out.

There are numerous ways in which sales management may assist a business in improving their sales process and increasing their ROI. These are referred to as individual sales management functions. Let’s take a closer look at it.

Previous Performance and Setting Targets

One of the responsibilities of sales management is to guarantee that results are achieved; however, targets that are set excessively high will never be reached. You’ll be able to calculate the most reasonable and possible target for individuals and the team as a whole by running reports on sales data throughout time, particularly those created by current members of the sales team.

Previous performance does not always predict how someone would perform in the future. There may have been modifications to the items available or the locations served by your sales team.

Managing the Sales Cycle

A significant number of potential customers may be working their way through your company’s sales cycle at any given time. Another function of sales management is to ensure that each lead is handled accurately and promptly.

Identifying the best leads is important for enhancing the business results. Converting those who are ready to buy into full-fledged customers is easier than convincing someone who has only a passing interest to part with their money.

Enhancing process efficiency

As a result, the sales process is more efficient. Finding the best leads is a near-final step in the process. However, optimising and refining the process as a whole will result in more good leads getting quicker.

The sales process should move at a steady pace. From newly interested individuals to fully qualified leads who are ready to buy, the more you can automate the process, the better.

Similarly, sending an automated email with similar or comparable products on it will assist build a relationship and spark the customer’s interest. It may take some time to do this manually. However, once configured, such a system does not require more interaction from the sales team.

But what if the customer does not make a purchase as a result of the automated nurturing? The sales team might then be assigned assignments for manual follow-up.

Monitor salespeople’s performance

As previously said, the creation of reports is necessary in order to see how the business has progressed over time. Team leadership is an important part of sales management that should not be ignored. Based on the cold hard facts offered by data and information, you will be able to get the most out of your staff.

Congratulate those who deserve it, and encourage and re-train those who are having difficulty. If, after giving the underperformers a fair shot, there is still little hope for them, it is possible that sales is not the field for them.

Get detailed reports on a dashboard

Remember that working as a sales manager is not the highest-ranking position in the business, and you will be required to produce reports and justify choices to people higher up the chain than you.

Always make advantage of all accessible information. Sales figures can be influenced by the geographical location of salespeople, the products being sold, and even the time of year. Consider how poorly a salesperson would fare selling Christmas decorations in a country that doesn’t celebrate Christmas…in the middle of the summer. If you take the same salesman who was selling the same things in December and place them in Illinois, they will very likely sell a lot more!

To be clear, sales management involves more than simply informing people what is needed and expecting them to hit targets. It is utilising the information at your control to determine the causes of events and utilising that information to your advantage in order to get the most out of your sales team.

This may require many adjustments to the way the team operates, but that is what management is all about – making the best use of what you already have.


If working in a fast-paced environment, developing a team, and aiming for large successes under intense pressure sounds exciting and inspiring – rather than scary and anxiety-inducing – don’t allow anything stand in your way of securing your dream job.