HRM Design for the Position of Sales Manager

Recommended Behavior of Sales Manager

The method of effective sales management comprises several essential tasks which the sales manager of domestic and international shipping industry should perform such as sales analysis, sales planning, monitoring the timely accomplishment of targets, develops logical sales techniques, building institutional sales, staffing, training and motivation of staff. The overall management system of sales is incomplete without these elements. A persuasive sales planning would not work without the proper motivation of the workforce and vice versa, whereas; a motivation system is ineffective without appropriate planning and control (Jordan, 40-85).

The key elements of the recommended behavior to be driven by a person on the position of sales manger are the "sales plan" and “control of sales.” They determine all further elements of effective sales management in general. The most influential factor is the balance of all managerial decisions and controls to achieve effective sales. In addition to this, recommended behavior for the sales manger to carry out effective sales management encompasses the following personality traits:

Knowledge: A sales manager should have adequate knowledge and experience so that the sales team could see him as their role model. The information received from the sales manager can be trusted to be accurate. The individual in this role should be considered credible and honest by the team.

Relationship: An effective sales manager should reflect cordial relationship through his/her behavior not only towards the sales team but with others in the organization, as well. The valued attributes of an effective sales manager includes confidentiality, trust, influence, and connectedness to maintain the intimate relationship within the organization.

Active Information Seeking: An effective sales manager is an active information seeker. He or she does not wait until information appears, but is an active researcher. He or she has a terrific idea on where to seek needed answers.

Communication Behavior: Recommended behavior of sales manager reflects a willingness to share relevant information with the sales team. He/she should be sincere, caring, professional, dependable, reliable, easy to talk to, and willing to listen.

Successful: A sales manager should have a winning attitude and should be success-oriented irrespective of the hardships that come across amid the way towards achieving success. He/she should be perceived to be successful on the job by the team and should maintain a strong work ethic.

Cognitive Ability: An effective sales manager has a higher cognitive ability than the sales team. He/she should be viewed as an intelligent person with sound business sense, good judgment, and insight.

Communication Style: The communication style of an effective sales manager should be straightforward and decisive by the sales team.

Sales Analysis

Proper analysis of sales is an indispensable tool for effective sales management. Sales Analysis is designed to make tactical and strategic decisions, primarily for planning and managing sales teams. Analysis of the customer base allows the correct segmentation of customers and future planning of the nature of consumer products and services demanded by them. Analysis of sales volume helps a sales ...