1. 05/15/2025 1
SALES AND MARKETING
INTRODUCTION TO SALES
2024
GREEN LIVING INNOVATIONS INSTITUTE
2. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 2
INTRODUCTION
• Sales management is the management of activities and processes
relating to the effective planning, coordination, implementation,
control, and evaluation of an organization's sales performance.
• Sales management is a core business process in most organizations.
• A role in sales management is typically a sales manager whose job
plays a vital role in a company’s revenue generation and profits.
• Effective sales management requires a thorough understanding of the
sales process and how different techniques can be used to drive sales
3. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 3
What is sales management?
• By carefully analyzing key performance indicators (KPIs), optimizing
your selling approach, and enhancing your team with the right
competencies and tools to succeed, you can turn your sales
department into a profit-generating department.
• Sales management is the process of leading, motivating, and
influencing people to achieve sales objectives.
• The sales manager manages the entire sales cycle, including
forecasting and budgeting sales revenue, recruitment, selection of
sales personnel, and ensuring proper training and performance
evaluations are conducted.
4. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 4
Types of sales management
• B2C sales management: Business-to-consumer (B2C) sales involve
selling goods and services directly to consumers.
• B2C sales often drive leads from aggressive marketing strategies.
• B2B sales management: Business-to-business (B2B) sales involve
selling goods and services directly to other businesses.
• B2B sales tend to involve higher value products with longer sales
cycles.
5. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 5
Types of sales management
• Enterprise sales management: Enterprise sales involve selling
complex goods or services directly to large companies.
• Companies that sell enterprise solutions may have multiple teams for
different aspects of the sale, such as sales engineers and inside and
outside sales teams.
• SaaS sales management: Software as a service (SaaS) companies sell
software or applications over the web, usually by subscription.
• SaaS products are often sold by an inside team who contacts potential
customers by phone or email and close the deal remotely.
6. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 6
Sales manager styles
• Directive. The directive style is a management style that focuses on
giving orders, assigning tasks, and strictly monitoring the sales team's
progress.
• It can prove effective when you set clear expectations.
• It can also create a rigid environment, so you must encourage
creativity and critical thinking.
7. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 7
Sales manager styles
• Participative. The participative style of management is the opposite
of the directive style.
• As a participative sales manager, you’re collaborative, focusing on
achieving consensus and involving the entire team in decision-making.
• This encourages engagement and improves morale, but you must
ensure that decision-making remains fast and that you clarify roles
and responsibilities.
8. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 8
Sales manager styles
• Coaching. Coaching managers support their sales team members through
every step, from prospecting to closing deals.
• You’ll work hard to understand each rep's strengths and weaknesses so
that you can provide individual support and guidance to each salesperson.
• Supportive. A supportive manager is always there for their team
members, offering advice and encouragement.
• As a supportive manager, you’re approachable, relatable, and friendly. If
you adopt this style, you’ll need to ensure everyone is accountable for
their performance and expectations are clearly defined.
9. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 9
Sales management responsibilities
• Recruiting:
• Training:
• Shadowing: To get to know your salespeople and their interactions
with customers, you need to be out in the field with them, on calls,
and know how their behaviors map onto their results on key
performance indicators (KPIs).
• Meetings and aligning teams with objectives:
• Forecasting and reporting:
• KPI management
10. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 10
Sales management objectives
• A sales manager’s responsibility is to set long-term goals and
objectives for their team. Some of the main objectives of sales
management include:
• Revenue generation
• Increased sales volume
• Sustained profits
• Sales department growth
• Market leadership
• Prospect conversions
• Motivating the sales force
11. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 11
Sales management tactics
• You’ll need to have a solid sales strategy to have a successful sales
team.
• Set realistic tactics for sales.
• Find and choose your team.
• Educate your salespeople.
• Reward good performance.
• Measure progress on all key metrics.
13. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 13
• A sales management system is normally a software, that facilitates
effective sales workflow. E.g. HubSpot CRM Suite, Bitrix24.
• The software helps users manage sales, monitor performance,
streamline processes, and track results.
• A sales management system adds predictability and forecasting
capacity and ensures your sales department process is repeatable and
measurable.
14. 05/15/2025 GREEN LIVING INNOVATIONS INSTITUTE 14
Benefits of using a sales management system
• Think of a sales management system as an evolution of a
traditional customer relationship management (CRM).
• It can manage sales relationship data and flow for your team and
includes pipeline management, lead generation, and workflow
automation.
• A detailed view of customer history.
• Automated workflow and reduced admin.
• Analytics and reporting.
• Data consolidation.
• Improved forecasting.
