The Need for the Analytical Sales Manager
A sales manager’s success is highly dependent on the performance of his or her sales team in finding, advancing, and winning sales opportunities that generate revenue and contribute to attaining and exceeding the quota.
Sales managers must monitor the actions of their sales team to ensure that they are effective at advancing and winning those opportunities.
Sales managers often spend significant time poring over their sales team’s forecasts and regularly report their revenue forecast projections to their executive management.
But forecasting would be easy if it didn’t deal with the future.
Sales managers review the documented details of all sales opportunities in their CRM then conduct interrogations with each sales rep to learn the status of their key deals. This includes understanding the roadblocks that are slowing down progress, identifying what relationships are in place with key customer contacts, and other relevant details. Top deals are discussed at regular business reviews (or deal reviews).
Too often, the accuracy of the overall forecast depends largely on what is reported by sales reps. The sales manager must evaluate whether what is being reported is believable, whether the sales rep has a good handle on the customer intent and a has solid, executable plan to win the deal.
Too often, revenue forecasts and deals expected to be won are merely a wild guess produced by the sales rep. The sales rep might need a specific amount of revenue to stay on track to reach his quota, so he inflates the revenue forecast or overestimates the true status of his deals. The sales manager obviously needs to confirm this forecast, as it becomes a promise to deliver that amount of revenue to the organization.
I’m DJ Sebastian, for more info on how AI will transform the sales profession, check out my book at my website thetechseller.com.