Schools Training

DIY Sales Management Without A Manager

19 FEB 2013
Career Path : Business

Not everyone who ends up working in sales has the benefit of a good manager. Sometimes you have bad luck and you have to take care of sales training yourself. Fortunately, while the circumstances are hardly ideal, this doesn’€™t have to be a limiting a factor on your ability to excel, if you decide to take responsibility for your own sales management.

There are lots of free and inexpensive sales training resources out there. But before you head to your favourite search engine or your local library, some basic tips will get you started:

Familiarize yourself with the existing clients and focus on building relationships.
Whether you’re looking at the target demographic of a retail establishment, or taking over old sales accounts, a big part of the sales strategy used by many companies focuses on customization and learning client needs so you can be more helpful to them. For corporate accounts, it’s normal to develop a relationship with them that involves meals together and the like, which is why companies budget a sales account that includes room for incidentals like sporting event tickets. But it goes beyond taking a buyer out to see a ball game and extends to maintaining regular contact. Among many things, this makes it much easier to sell, as the client will not assume every single time you reach out to them is strictly for you or your company’s benefit.

Get reliable metrics and goals to measure your success.
Metrics are usually a huge part of sales management, and is integral to helping you perform the way your company wants. But if your manager hasn’t been able to furnish you with anything official, set up and document your own goals. This allows you to better measure your performance and also sell your successes. It is especially positive if you can format it in terms of profit to your company.

Keep smiling and don’t lose hope.
Remember that sales are by and large a numbers game. If you are confident and understand your product well, you will be able to eventually find people who want to buy. However, as discouraging as the process may be, success will follow with patience. And when you are new to the business world, a lot of sales skills develop over time through practice.

Invest in yourself.
Put effort into increasing your knowledge. If you’€™re making a long term career of this, you can even invest in outside sales training. Your company may even be willing to sponsor this, but if you can’t get funding it’€™s still tax deductible and you can put it on your resume for later career moves.

Once you start doing well in your job, making a habit of these things won’t go unnoticed. And, if your company is having trouble getting good managers, you might even find being proactive fast tracks a promotion for you.

Visit Fusion Learning Inc. for more information on developing a sales strategy.

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