The challenges of the salles manager in the current business environment
AbstractWhen it comes to thinking about sales leadership these days, most executives just don't get it. Chief sales officers - and even chief executive officers, who recognize that the sales organization drives top-line growth - often have an incomplete notion of the CSO's job. Sure, they understand that leading the modern sales organization takes much mote than motivating and managing salespeople. In recent years, the sales manager have had to devote considerable time and energy to establishing and maintaining disciplined sales processes, including everything from customer segmentation to sales staff compensation. Given the complexity of those processes, even well-run sales departments have to work hard to get them all operating smoothly. The heightened expectations of customers, peer executives in other functions, and the sales force itself require the head of sales to shoulder mew responsibilities, ones that have changed the job almost beyond recognition from what it was 20 years ago. In this article are presented the ways in which the business environment has changed the sales chief's job. Then the article describes the new roles that sales leaders increasingly must play.
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Bibliographic InfoArticle provided by Academy of Economic Studies - Bucharest, Romania in its journal The AMFITEATRU ECONOMIC journal.
Volume (Year): 11 (2009)
Issue (Month): 25 (February)
sales manager; selling solutions; supplier; business strategy; sales process; new environment; global customer; sales force;
Find related papers by JEL classification:
- E32 - Macroeconomics and Monetary Economics - - Prices, Business Fluctuations, and Cycles - - - Business Fluctuations; Cycles
- L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce
- L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
- M21 - Business Administration and Business Economics; Marketing; Accounting - - Business Economics - - - Business Economics
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- BRINZEA VICTORIA MIHAELA & Oancea Olimpia, 2009. "Les Methodes De Mesurage De La Discrimination," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 4(1), pages 96-101, May.
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