Page 76 - Lighting Magazine October 2019

on the mark
Sales Management Is a One-on-One Activity
A look at some of the skills and tools needed to help sales managers develop the talent in their showrooms and increase both the top and bottom revenue lines. BY MARK OKUN
74 enLIGHTenment Magazine | october 2019
www.enlightenmentmag.com
Sales management is both a subject and a profession that are near and dear to me. In fact, I had to shorten this article because I have so much to report on this topic!
I have discovered in my career that the role and the position of “Sales Manager” can have a broad interpretation and often the reality of the job goes against the traditional definition. Wikipedia defines Sales Management as: “A business discipline which is focused on the practical application of sales techniques and the management of a firm’s sales operations. It is an important business function
as net sales through the sale of products and ser- vices and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. The definition includes this about the role, Sales Man- ager is the typical title of someone whose role is sales management. The role typically involves tal- ent development.”
thE oNE thiNg
There are many ways to influence performance. Each skill is essential and will impact the overall production of a sales team. However, there is one