Azlie Alias, who prefers to be referred to as Ari on the web, is the founder of the word Moojik. Moojik means Wonderful, in an abstract form. Ari is also the founder of the term Moojikulous which means, To hell with everyone, as long as I think its right, it should be!

I had to present my own rendition of “What is Sales Mangement?” tomorrow for the managerial meeting where we discuss about sales revenue, annual projection and planning and this is what I have came up with.

So instead of presenting to them what is sales management, I’ve decided to write up a short note on what I think I should do in sales management. Not much of the minute details of focusing into sales itself but more of a general management of a sales team.

A 7-Step Identifying Process Of What I think Is Sales Management

Step 1: Identification

  • Know my capabilities
  • Know my strengths & weaknesses
  • Know my roles & responsibilities
  • Know my goals and targets
  • What makes me tick
  • What makes me sick?!
  • Who or what kind of staff I would need to support or assist my handicap and achieve my target

Step 2: Prepare & Plan

  • Know my budget
  • Prepare for recruitment
  • Prepare the necessary eg. Training timeline, office equipments, leads etc.
  • Study the market & product
  • Plan my sales revenue projection
  • Pimp my recruitment skills

Step 3: Screen & Filter

  • Recruit the right people
  • Recruit the right amount of people
  • Create specific roles and responsibilities for the position open for hire

Step 4: Provision

  • Make the staff understand their respective roles
  • Train them well
  • Provide them with necessary tools, sales kit
  • Drill them their targets and goals
  • Don’t make them sick! (of me)

Step 5: Execution

  • Provide progressive & valuable learning stages and experiences
  • Implement a common sales methodology and standardise workflow processes
  • Supervise Engage in their performance
  • Be involved, get involved
  • Be in, not out of control
  • Identify & distinguish the A-players to the low performers

Step 6: Feedback

  • Everyone needs a pat on the back. Soft pat for a job well done, harder pat for something which is not right
  • Provide timely performance reviews
  • Throw constructive comments or criticisms
  • Let them know where they stand
  • Devise a formal development or career path

Step 7: Proactivate

  • Be proactive
  • Rectify existing and foreseen obstacles
  • Communicate with them. Socialise.
  • Ask them to grade my performance for a change. Feedback is always a multi-way traffic
  • Improvise
  • Challenge
  • Motivate
  • Reward

Now, Let’s Recap

Step 1: Identification
Step 2: Prepare & Plan
Step 3: Screen & Filter
Step 4: Provision
Step 5: Execution
Step 6: Feedback
Step 7: Proactivate

The End

Well I am no pro in presenting sales speech or even management talks but I guess these could be a positive start. Comments are welcome. Wish me luck tomorrow morning.

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