Whether you call them a sales manager or a sales "advocate" someone in the organization needs to lead the effort.  When we ask rooms full of bankers how many of them came to work for the bank in order to sell, we don't see many hands.  It's hard to find experienced sales people to manage the sales effort if we only look inside the organization.

Activities and Reports

It all begins with making the calls and tracking the calls.  Forms, systems, goals, tracking.  The fundamentals of sales management.

Pipeline reports, call reports, sales reports, sales meetings, coaching sessions, joint calls, incentive plan design and administration, and more coaching sessions.  Sales management.  Help for the sales team.

Start with training and goal setting.

Does your staff know what is expected of it?  Does it know how to do what is expected of it?  What are the consequences of inaction?  (Besides the big "staying in business" consequence.)  Decide what you want and then look at what it will take to get it.  We'll help every step of the way. 

If you have a sales manager...

We can help in at least two ways.  First, we can help with the design of the program your manager will be implementing.  We can help with forms and contact management systems and all the rest.  And, second, we can help train your manager.  Our strategic partner, Pohl Consulting & Training offers an excellent program called the "Sales Organization Leadership Development" Workshop.  No one should "get stuck" in the sales manager's role without it.