Glossary
Management tasks
Activities for developing rep skills and improving sales.
Sales managers are responsible for achieving six goals, which nearly all management tasks revolve around:
—Ensure the sales process stays written. Sales directors are responsible for creating a written sales process, but sales management must keep it up to date and reflective of reality.
—Ensure the sales process stays transparent. Sales directors are responsible for setting up a transparent sales process, but sales management maintains and expands to fit new needs and software, when necessary.
—Ensure the sales process is efficient. Test, iterate and give constant feedback to improve processes and automations. Automate, simplify and remove tasks whenever necessary.
—Enforce the sales process. This effort is shouldered entirely by sales managers, and ensures all the above efforts don't go to waste.
—Improve sales reps skills. Tasks that improve knowledge and persuasiveness of
sales reps, such as call reviews and role plays.
—Improve sales pipeline health. Tasks that improve short-term sales and feedback, such as pipeline reviews.
—Ensure the sales process stays written. Sales directors are responsible for creating a written sales process, but sales management must keep it up to date and reflective of reality.
—Ensure the sales process stays transparent. Sales directors are responsible for setting up a transparent sales process, but sales management maintains and expands to fit new needs and software, when necessary.
—Ensure the sales process is efficient. Test, iterate and give constant feedback to improve processes and automations. Automate, simplify and remove tasks whenever necessary.
—Enforce the sales process. This effort is shouldered entirely by sales managers, and ensures all the above efforts don't go to waste.
—Improve sales reps skills. Tasks that improve knowledge and persuasiveness of
sales reps, such as call reviews and role plays.
—Improve sales pipeline health. Tasks that improve short-term sales and feedback, such as pipeline reviews.