There are 8 Essential Elements of Sales Management. How Many Do You Do Well?

Posted by David Wallace on December 9, 2020

Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in a book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. How many of these elements does your organization really do well?

  • Element 1: Establish Your Foundation – define your goals and develop a strategy to achieve them
  • Element 2: Create Your Sales Organization – set up your sales organization so it addresses specific markets and needs
  • Element 3: Build Your Plans – create and implement plans at each level of your organization to execute against your strategy
  • Element 4: Recruit Talent – identify the roles you need to fill and select the best people to fill those roles
  • Element 5: Develop and Manage Your People – provide skills, product and company training; then actively manage your team to ensure they are working towards your goals and executing against your strategy
  • Element 6: Drive Specific Performance – clearly communicate your expectations, tie commissions to goals and employ non-monetary incentives to reinforce desired behaviors
  • Element 7: Coordinate with the Rest of Your Business – work closely with all business functions to ensure resources (money, people, inventory, information, etc.) are available and deployed where and when needed
  • Element 8: Leverage Your Tool Set – use a full range of tools to turn data into information. Tools include ERP, CRM, business intelligence, dashboards, scoreboards, social media, artificial intelligence and much more.

Wallace Management Group helps companies drive sales success. We can help you implement the elements of effective sales management that can drive your success.