[Music] Sales Management part one definition and process according to celebrated Philip Kotler Sales Management is the analysis planning implementation and control of programs designed to bring about the desired exchanges with target markets for the purpose of achieving organizational objectives with this definition let us understand the processes and resources required for effective sales management so what is sales management sales management is the process of developing a sales force coordinating sales operations and implementing sales techniques that allow a business to consistently hit and even surpass its sales targets if your business brings in any revenue at all a sales management strategy is an absolute must the primary focus of sales managers should be to maximize the profit for the team while delivering the best possible value to customers besides helping your company reaches sales objectives the sales management process allows you to stay in tune with your industry as it grows and can be the difference between surviving and flourishing in an increasingly competitive marketplace once you have a clear picture of what processes to monitor and how to keep track of them you will be equipped to pinpoint the issues early on coach people before it's too late and have a better overview of the tasks the team should be doing to increase its sales these are the three key aspects of sales management depicted as umbrellas they are sales operations sales strategy and sales analysis this diagram clearly depicts the sales management process and at the center is where great sales managers live building the team the sales team is the backbone of the company they are the direct connection between the product and the customer it is important that the sales team should feel like they're part of the company and we equipped with the resources to progress rather than be viewed as money-making machines as a sales manager you should take time to be thorough in training them and developing their skills regardless of their experience salespeople shouldn't just becomes great sellers but need to be straight at selling your product and becoming a representative of your organization that customers want to work with you can set your team up for success by giving them high yet realistic targets which you'll be able to track to measure future success to do this you would need to set targets assign territories and establish goals and quotas the manager's job is also to counsel the team throughout the process make sure they're still on track and motivate them who are needed it's ok to share your disappointments and failures how to overcome them and offer support during difficult periods with this we end part 1 of sales management thank you [Music]