Sales Management

Sales management is the process of managing a firm's sales operations and activities. This includes developing and implementing sales plans and strategies and the management of sales personnel and resources. Sales management also involves setting and monitoring sales goals and developing and implementing measures to track progress.

You can upskill in sales by enrolling in Great Learning's free Sales Management course, through which you will understand the essentials for sales and its management. You can also look into Case Studies in Sales and Marketing free courses that will help you understand sales and marketing better with the help of case studies.  

Sales management components include Target Markets and customer segmentation, buying personas and influences, channel strategy, sales/customer buying process, sales message and value proposition, revenue growth strategies, performance metrics, and sales compensation.  

The responsibility of leading the sales team to reach provided sales targets is taken by a Sales Manager. They also have the task of hiring team members, training them, setting quotas, evaluating and adjusting performances, and focusing on developing processes that drive sales. Usually, to become a Sales Manager, you require a Bachelor's degree in business or a related field. They also typically need to have several years of experience in sales to become a manager. You must have good analytical skills, excellent leadership skills, and exceptional leadership qualities. 

You can go for an MBA Degree in sales and management. A diploma in sales would also work, but with the increase in competition, most companies prefer an MBA degree, and candidates with maths and commerce backgrounds are also welcomed.