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9th of the Top 10 Kurlan Sales Management Functions
#9 - STRATEGY Strategy comes in several forms and is required in different dosages depending on the position. For example, a line level sales manager may be more concerned with call strategy while a Worldwide VP Sales may be more concerned with market strategy. At the VP level, strategy is far more important than tactics while at the sales manager level, tactics are more important than strategy.
10th of the Top 10 Kurlan Sales Management Functions
Sales managers tend to be very challenged in the area of tactics. There are two varieties of sales managers...more
Top 10 Kurlan Sales Management Functions - What's Missing?
I also didn't include sales training or sales management training in those 10 sales management functions for generally the same reasons. Those are competencies best left to outside experts. Sales Managers can learn to coach - and it takes a long time to develop the ability to do it effectively - but

Other sales management functions Related Articles

Sales force productivity: Eight Practices to Ensure Your Sales Success
We have never needed to improve sales productivity more than we do in this dreadful economy. For decades, businesses have embraced productivity and cost controls in operational functions like manufacturing and distribution; programs like Total Quality Management (TQM), Six Sigma and LEAN are thriving all over the map. Except in the sales department. We suggest that sales organizations can benefit dramatically from adopting some basic principles of productivity management, simple business techniques that lower costs, improve customer profitability and retention, and reduce sales-person turnover. This article explores the eight key practices that contribute to productivity. If the practice is in place in your usiness, it will contribute to productivity. But if it is not, it will actually inhibit productivity and drive up costs.
Untangling the Confusion Between Marketing and Sales Functions
Are you confused about the differences between marketing and sales functions and tasks? Do you tend to blend the separate functions and tasks of marketing and sales into one big pot that boils over with ineffectiveness, wasted financial resources and poor results in terms of consistently gaining and retaining loyal customers? Read on to learn how you can began clarifying these differences and more easily market and sell your services or products.

6th of the Top 10 Kurlan Sales Management Functions
This is the 6th in my series of the 10 Kurlan Sales Management Functions. #6 - LEADERSHIP Sales Leadership includes but is not limited to:
5th of the Top 10 Kurlan Sales Management Functions
This is the 5th in my series of the 10 Kurlan Sales Management Functions. #5 - DEVELOPMENT Development is the ongoing development of your salespeople. It includes - and goes beyond:
4th of the Top 10 Kurlan Sales Management Functions
This is the 4th in my series of the 10 Kurlan Sales Management Functions. #4 - RECRUITING The most important things to understand about consistently recruiting strong, successful salespeople are:
3rd of the Top 10 Kurlan Sales Management Functions
This is the third in my series of the 10 Kurlan Sales Management Functions. #3 - MOTIVATION Motivating your salespeople comes down to getting them to: 1. Do what they won't do on their own; 2. Change their behavior; 3. Do more of what they are already doing; 4. Have more of a sense of urgency; 5. Over Achieve More...
2nd of the Top 10 Kurlan Sales Management Functions
This is the 2nd in the series of the 10 Kurlan Sales Management Functions. #1 - ACCOUNTABILITY In its simplest form, sales accountability consists of the following: * Holding salespeople accountable to something measurable - metrics - on a daily basis * Being more demanding - being firmer and tougher * Eliminating Excuse Making - people take responsibility for their results More...
Top 10 Kurlan Sales Management Functions - What's Missing?
I also didn't include sales training or sales management training in those 10 sales management functions for generally the same reasons. Those are competencies best left to outside experts. Sales Managers can learn to coach - and it takes a long time to develop the ability to do it effectively - but
Is this the traditional interpretation of Management?
There are some traditional views on management that cover four different aspects. These are planning, organising resources, leading and controlling or coordinating. These functions tend to be considered the tasks of management.
Management and Business Plans
In addition to being a strategy planning document and a roadmap to success, a business plan is also a living-or “evergreen”-document that functions as an evolving management plan. Included in this article are a review of eight key elements in a comprehensive business plan and a look at how a good business plan functions with regards to business definition, competitive differentiation and strategic goals.

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