Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – Sales Management is a roller coaster ride, always with the risk of falling from the carriage.

It’s not a lot of fun in the C suite either. Relying on Sales Management for revenue can be an unsettling experience. The CEO, COO, CFO are all dependent on sales performance for the revenue and cash which keeps them in the job. They have minimal influence and maximum dependence. No wonder sales managers don’t last too long.

In business most success depends on surviving sales management. Perversely, it’s a topic rarely covered in those management books, or sales skills articles. Nobody writes about, teaches, or coaches in how to make it work. It’s one of those subjects, like colonoscopy, nobody wants to acknowledge.

So we’ve decided to fill the void with a series of articles all related to some dimension of surviving sales management. We’ll look at how reps can win promotion to the executive level, sales directors and CEOs can make the most of their sales managers, and how those same managers can establish the success which will keep them in the job.

We’ll look at philosophy, strategy, tactics and process required in the professional sales operation – that’s stuff everybody should understand. After all who doesn’t want to be professional

But we’ll also look at some of the black arts – the down in the dirt, street fighting which makes stuff happen when everything’s going wrong.

In any operation the more people who understand how sales management works and how it adds value to everybody else the better. Not just sales reps but customer service, operations, finance and the C suite. Everybody in the business depends on the sales process working as well as possible, and they should support it.

Not get in the way.

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June 11th, 2010 - Posted in Sales Manager, Sales Strategies and Tactics, Surviving Sales Management  |  Add a Comment Sales Manager, Sales Strategies and Tactics, Surviving Sales Management. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site. -->