The Role of the Sales Manager

We cannot do todays job with yesterdays methods and be in business tomorrow

--- Nelson Jackson

A Group of Donkeys lead by a lion can defeat a group of lions lead by a donkey ---Socrates

Main Purpose of the Managers Job

To achieve and exceed the Assigned objective by ensuring that each and every member of the team achieves and / or surpasses his / her respective objective.

A Good Manager has..

the capability to get people of ordinary ability to perform in an extraordinary manner!

5 Differences
Worker Works alone Does the work Like a player in the team Is lead and Managed Responsibility: Single Manager Works with others Develops people/customers Like a coach and a counsel; Pitches in as player when needed. Is the Leader/Manager according to the condition Responsibility : Various

Key Responsibilities
Ensuring achievement of assigned Teams and individual team members objectives Decision Making Ensuring his objectives achievement covering up deficit of anyone in his team. Focus on Brands / New Products Distribution Channel Management Timely Reporting and Feedback Developing Team Members Market Development Market Intelligence Strong Customer Focus Planning, Monitoring & Controlling Appraising &Reviewing Necessary course corrections

Key Activities
Strong Customer Focus
Right product for the right customers Frequency of visits Servicing / After Sales Services Trouble shooting Retention and multiplication of customers Tracking of Customers

Planning, Monitoring and controlling

Objective setting Assigning the responsibilities as per the resources Alternative steps in case of crisis Monitoring of Progress/Key Customers

Key Activities
Ensuring follow up of every subordinates responsibilities. Ensure follow up on payments Ensure Distribution of stocks Ensure Order generation

Key Activities
Ensuring at Distributors Level
Inventory Check Payment follow up Catering to Retailer Settlement of Claims Successful Operation of bonus offers New Product availability at retailer level

Key Activities
At the Retail Level
Tracking of new and established products Retail survey to track the demand of Companys and competitors products Retail survey to validate the customer coverage Right product, Right customer focus approach Tracking of Key Retailers Ensure order booking and its supply

Key Activities
Reporting Weekly Reports on time Specialty Coverage Analysis Sales Promotion Proposal / Report cum Expenses Statement Subordinates Coverage format-Self Analysis Promotion & Sales Meeting. Record of Leaves Sales Diary

Key Activities
Feedback On inputs On competitors Regarding strategies On emerging trends To subordinates on performance To superiors on any important developments

Key Activities
Market Development / Market Intelligence Gather information from distributors / retailers to know the actual market potential Focused approach Rural coverage Distributors appointment Customer contact programmes Tracking Competitors

Key Activities
Development Team Members Review of Team members performance identifying key areas for improvement Improving his/her knowledge / skill levels Coaching Training Improving his / her personality Motivating

Key Activities
Review and Appraising Performance Agreed action plans Market potential Consistency in sales Coverage of territory Coverage of Key customers Growth in Sales Maturity Market knowledge Reporting Focus on Power Products Monitoring the Sales Right Customer Focus

Key Skills
Analytical Skills Technical Skills Communication Skills Selling Skills Planning Skills Reviewing Skills Managerial Skills Interpersonal relationship Skills Negotiating Skills Administrative Skills Interviewing Skills Counseling Skills Forecasting Skills Leadership Skills

Key Performance Parameters

Targets Field Work inputs Implementation of strategies Implementation of learning Knowledge Team Performance Development of Subordinates Market Development Reporting Discipline Distribution Management Maintenance and analysis of Data Self Development

Profile
Team Leader Decision Maker Coach Role Model Problem Solver Strategist Knowledge Resource Good Communicator Mediator Counselor Motivator Negotiator Positive Thinker Hard Worker Honest Listener Observer Fair Achiever Adaptable Enthusiastic

A Good Manager will..

always succeed in getting more output and better results from his team members and they will deliver this willingly!

Managers : Ineffective v/s Effective

Ineffective Manager Bully/ terrorize Despondent / Hopeless Favoritism Gutter Inspector Negative Perception Effective Manager Advisor Benefactor/ Supporter Decisive / Important Example Setter Fair Generous Honest

Managers : Ineffective v/s Effective

Insecure Jealous Manipulator Nag / irritate Quashes new ideas / Can not able to accept new ideas. Innovator Judicious Knowledge Resource Leader Motivator Negotiator Open minded Perseverant Quality Conscious

Managers : Ineffective v/s Effective

Reactive Subjective/ biased Unfair Vengeful / merciless Whiner / Objector Excuse Master Yesterdays hero Zombie / automaton / machine (no feelings) Receptive Strategist Transparent Understanding Vibrant / lively Winners Mind Set Experimenter Youthful Zestful / energetic

Benefits of a Marketing Career

Provide service to others Relate your organization to the world Enjoy an entrepreneurial job Connect to people Earn rewards for performance

The Role of Marketing

the business enterprise has two and only these two basic functions: marketing and innovation
-Peter Drucker, Management (1973), p. 6

Marketing Career Paths

Advertising Direct Marketing Brand Management Public Relations Sales & Sales Management Marketing Models & Systems Analysis Distribution Channel Management International Marketing Marketing Research New Product Planning Retail Management E-Commerce Business-to-Business Marketing Services Marketing

Marketing Career Paths:

Advertising
Account Supervisor -

Direct Marketing
Consumer Catalog Marketing Manager -

Brand Management
Asst. Product Mgr. Product/Brand Mgr. -

Public Relations
Corp. PR Director (6 yrs exp) Freelance PR Mgr -

Sales & Sales Management

Manufacturers Sales Representative Regional Sales Manager -

Marketing Models & Systems Analysis Distribution Channel Management

Marketing Career Paths:

International Marketing Marketing Research
Mktg Research Analyst Mktg Research Director -

New Product Planning Retail Management

Dept. Store Manager General Merchandise Manager -

E-Commerce Business-to-Business Marketing Services Marketing