Top 10 Sales Management Functions

Posted by Dave Kurlan on Tue, Nov 10, 2009 @ 09:11 AM

Sales Management Core Competencies

 

 

 

 

 

 

 

 

 

These are my Top 10 Sales Management Competencies.  The list, in no particular order is probably different, in many ways, as much for what's not on it as for what is:

  1. COACHING
  2. ACCOUNTABILITY
  3. MOTIVATION
  4. RECRUITING
  5. DEVELOPMENT
  6. LEADERSHIP
  7. RELATIONSHIPS
  8. TACTICS
  9. STRATEGY
  10. SYSTEMS AND PROCESSES

The following competencies, which are NOT sales management competencies, do not appear on my list:

  • Personal Sales
  • Account Management
  • Closing Deals for Others

Also not in my top 10 are

  • Territory Management 
  • Paperwork
  • Meetings
  • Travel
  • Trips

Read The Top 10 Kurlan Sales Management Functions - What's Missing?

If you have been reading my blog for any duration over the last 13 years, the list should not be much of a surprise. 

Sales Process Grader



(c) Copyright 2009 Dave Kurlan

Topics: sales training, sales management functions, sales management training, sales development, sales management core competencies

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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