Sales managers roles
Question 1 (a)
The 3 main roles that a sales manager should perform are listed as below:
1. Manage customer relationships
2. Serve as customer consultants
3. Manage the hybrid sales force
Sales managers should firstly, continuously achieve a conversation with his or her customer, provide customized service and recommendations to them in order to increase customer retention. Secondly, sales managers should build ongoing relationships and profitable partnerships with his or her customers. He or she should also act as a consultancy role towards the sales team, encouraging them to provide more than just selling to their customers, and always give personalized advice to them. Sales managers should also manage the sales force, which includes external agents and salespeople to ensure the success of the team.
It is obvious in that Ian has proven to be a ‘super salesperson’ due to his experiences and innovative ideas. He is very dedicated to his team as he wants to show them ‘how best to approach customers and negotiate sales’. He practically spends at least one day a month with his salespeople.
However, from various feedbacks given by his team of salespeople, he might not be as competent when it comes to coaching them and providing them with guidance. The complaint received from the Singapore and Malaysia salespeople are that Ian has been ‘spending so much time with them’. On days when Ian spends with them to provide coaching tips and feedback, he did otherwise. Ian even went to the extent of accompanying the salesperson at sales presentations to review their performance on the spot and give comments when he thinks there is a need to. He would take over when he is dissatisfied with their presentation to the customers. His salespeople said that this has led to some confusion in his customers, which might in turn affect the company’s image in the long run.
One of the salesperson had his potential customers doubt him, asking why Ian was not satisfied
The 3 main roles that a sales manager should perform are listed as below:
1. Manage customer relationships
2. Serve as customer consultants
3. Manage the hybrid sales force
Sales managers should firstly, continuously achieve a conversation with his or her customer, provide customized service and recommendations to them in order to increase customer retention. Secondly, sales managers should build ongoing relationships and profitable partnerships with his or her customers. He or she should also act as a consultancy role towards the sales team, encouraging them to provide more than just selling to their customers, and always give personalized advice to them. Sales managers should also manage the sales force, which includes external agents and salespeople to ensure the success of the team.
It is obvious in that Ian has proven to be a ‘super salesperson’ due to his experiences and innovative ideas. He is very dedicated to his team as he wants to show them ‘how best to approach customers and negotiate sales’. He practically spends at least one day a month with his salespeople.
However, from various feedbacks given by his team of salespeople, he might not be as competent when it comes to coaching them and providing them with guidance. The complaint received from the Singapore and Malaysia salespeople are that Ian has been ‘spending so much time with them’. On days when Ian spends with them to provide coaching tips and feedback, he did otherwise. Ian even went to the extent of accompanying the salesperson at sales presentations to review their performance on the spot and give comments when he thinks there is a need to. He would take over when he is dissatisfied with their presentation to the customers. His salespeople said that this has led to some confusion in his customers, which might in turn affect the company’s image in the long run.
One of the salesperson had his potential customers doubt him, asking why Ian was not satisfied