Sales Management For Dummies

Chapter 12

Assessing Performance: Keeping Score and Celebrating Wins

In This Chapter

Looking at sales forecasts, budgets, and goals

Creating an environment of effective competition

Building and maintaining confidence through praise

As a sales manager, you have to decide how you’re going to keep score — the methods you’ll use to determine how your team is performing, — and find creative ways to push them to achieve even more.

In this chapter I jump into sales forecasting, budgeting, creating commission programs, and more. You may be more comfortable out in the field or dealing with the sales aspect of your job than with assessing your sales team. However, as sales manager, you have to take care of this side of the business, as well.

If you’re like most sales managers, dealing with the numbers probably isn’t the part that comes naturally to you, but it’s a part you must embrace, take seriously, and perform to the best of your ability. If you’re not good at the detail work (hey, I’m as bad as anyone), this is one area you’re going to have to bite the bullet and push through.

You’ll ...