Sales management

< Back to services

Companies’ goals are naturally dictated by their strategy. Sales goals should be derived from strategic goals.

Companies’ goals are naturally dictated by their strategy. Sales goals should be derived from strategic goals. The goals must be specific down to the unit and salesperson level. In addition to monetary goals, sales goals could also be, for example, increasing the average sale or improving sales efficiency to speed up the sales cycle.

It is also critical to define the sales management method.
This includes sales meetings following a standard agenda, salesperson-specific one-to-one coaching sessions, methods and formats of reporting and sales forecasts.

“Rema’s approach of continuous learning is very effective. The most valuable part of the process has been the implementation of the learning (with proper tool to follow up) after the trainings. Focus on changing behaviors more than teaching theory was really effective as well”

Mauro Carobene Chief Commercial Officer, Comptel Oyj