Sales Management Example
Sales Management Example
Next month you are going to be hired to the position of sales director (CSO) at IT Company. At the moment you work in telecommunications. Your new company is offering professional solutions for computer and networking systems, business solutions, support and consultancy. You are in B2B environment. Your clients are from Telecommunications, Finance, Manufacturing, Energy suppliers and Retail. You have 50 people in sales throughout the Adriatic region. How are you going to analyze current sales management practice in your new company (which areas will you check, what questions will you ask, list of priorities)?
Please list the main aspects of sales management you are going to check in the first 3 months, priorities and key questions for each aspect.
As a sales director at the presented IT Company, I expect a long and varied list of responsibilities and tasks that should result in making the most effective contribution to the achievement of the company objectives, including: developing the sales strategy in line with the Company goals, defining tactics, sales plans and profit targets; organizing and motivating the sales team, managing the performance and controlling the focus of the sales force; critical decisions regarding hiring, developing, training the sales personnel; developing the marketing concept with the responsible marketing unit; representing the business at different events (conferences, trade fairs, networking); identifying new opportunities and maximizing new business development opportunities; possibly developing relationships with clients (even though not a primer responsibility).
In order to maximize my efficiency and become a high performing CSO, in the first 3 months as a new CSO at IT Company, I would enter a top-down approach in order to understand deeply the Company goals and strategy and perform business planning that will align my own and my team's actions within the Company. In addition, it is crucial to
Next month you are going to be hired to the position of sales director (CSO) at IT Company. At the moment you work in telecommunications. Your new company is offering professional solutions for computer and networking systems, business solutions, support and consultancy. You are in B2B environment. Your clients are from Telecommunications, Finance, Manufacturing, Energy suppliers and Retail. You have 50 people in sales throughout the Adriatic region. How are you going to analyze current sales management practice in your new company (which areas will you check, what questions will you ask, list of priorities)?
Please list the main aspects of sales management you are going to check in the first 3 months, priorities and key questions for each aspect.
As a sales director at the presented IT Company, I expect a long and varied list of responsibilities and tasks that should result in making the most effective contribution to the achievement of the company objectives, including: developing the sales strategy in line with the Company goals, defining tactics, sales plans and profit targets; organizing and motivating the sales team, managing the performance and controlling the focus of the sales force; critical decisions regarding hiring, developing, training the sales personnel; developing the marketing concept with the responsible marketing unit; representing the business at different events (conferences, trade fairs, networking); identifying new opportunities and maximizing new business development opportunities; possibly developing relationships with clients (even though not a primer responsibility).
In order to maximize my efficiency and become a high performing CSO, in the first 3 months as a new CSO at IT Company, I would enter a top-down approach in order to understand deeply the Company goals and strategy and perform business planning that will align my own and my team's actions within the Company. In addition, it is crucial to