Building a Sales Management Program

May 17th, 2010

During many of our sales management consulting engagements we initially are confronted by the existing sales manager and or members of the sales team-if no sales manager is in place.  As you would expect, the first reaction to an “outside consultant” is resistant.  During my first sales leadership role, an outside business consultant looked at our entire partner organization and my first reaction was quite skeptical also, but when the first or second recommendations began to take hold and worked and were ideas that I had not thought about-I soon began to listen.

Many sales managers learn from what they maybe been previously exposed to or from information from magazine columns-hopefully blogsJ, or simply from experience.  The experience factor however seldom has the timeframe that most presidents or Vice Presidents of Sales can put up with-because of their pressures.

Over the next series of blogs I will describe the various aspects of sales leadership and additional thoughts on improving your sales performance. First, you need to determine where your current sales management program is and where it may need assistance. Please take the short quiz, determine your score and follow the blog for additional ideas. If you have a specific questions simply comment below or send me a note;

PLEASE SCORE Circle a Rating:  1-5, with 5 being HIGH


Rate how well you know the true or real total value of your pipeline:

  • 1, 2, 3, 4, 5

Rate how comfortable you are that you know what percentage of the pipeline in the current category is required to ensure that  you exceed the current sales budget:

  • 1, 2, 3, 4, 5

Rate how comfortable you are that you have enough pipeline potential in the 30-, 60- and 90-day categories to exceed future monthly quotas:

  • 1, 2, 3, 4, 5

Rate how comfortable you are about the projected revenue you need in each sales-stage category to ensure that you have enough opportunities to exceed the future quota:

  • 1, 2, 3, 4, 5

Can you visually see all your top-10 potential forecasted accounts, from your desk or notebook? Rate how well you strategize on the top 10:

  • 1, 2, 3, 4, 5

How well are all key accounts targeted?  Rate your plan to attack them. Do you have a plan to review planned targeted account activity vs. actual account activity?

  • 1, 2, 3, 4, 5


How would your rate your ongoing recruiting plan that ensures that you always have qualified candidates available?

  • 1, 2, 3, 4, 5

Rate the quality of your interviewing process in terms of whether it ensures that you select the best candidate, not just the best available candidate.  

  • 1, 2, 3, 4, 5

How complete is your salesperson personal business plan implemented and do you review it each month?

  • 1, 2, 3, 4, 5


q Rate the quality of your three-month sales-training program. Is it defined and implemented? Do you have a salesperson development plan implemented to improve your team’s professionalism?

1, 2, 3, 4, 5

Rate the quality of your CRM/SFA system. Is it being used effectively?  Is it up to date?  Is it backed up?

  • 1, 2, 3, 4, 5

Rate the quality of your salesperson six-month named account reforecast/strategic/tactical plan process:

  • 1, 2, 3, 4, 5

Rate the quality of your six-month sales/marketing/management plan. Is it defined for each month?

  • 1, 2, 3, 4, 5

Rate how well your compensation plan works. Are your company’s goals aligned with the compensation/quota programs?          

  • 1, 2, 3, 4, 5

How well are your sales leading indicators defined? Are they measured, posted, graphed, and analyzed?

  • 1, 2, 3, 4, 5

Do you have regular scheduled and unscheduled coaching sessions with each salesperson?

  • 1, 2, 3, 4, 5

How would you rate the effectiveness of your sales contests and business games? Are they planned to promote revenue and build teamwork?

  • 1, 2, 3, 4, 5

  Total Score                                       _________


Rate Your Performance


60-85                     Minor tuning may be required

47-59                    Several Improvement projects are required

34-46                  Need multiple actions taken quickly

0-33                     Major assistance required now


Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

Ken Thoreson provides motivational keynotes, consulting services and products designed to improve business performance. 


This entry was posted on Monday, May 17th, 2010 at 4:30 pm and is filed under Recruiting, Sales Compensation, sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Training, Sales Motivation, Sales Training. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

2 Responses to “Building a Sales Management Program”

  1. Fat Burning Furnace Scam Says:

    I can guess the serious work it must have been required to research for this post.All what i can say is just keep providing such post we all love it.And just to bring something to your notice,I have seen several blog providng your blog as source for this information.

  2. kenthoreson Says:

    Thank you for the comment, I think if we all focus on profesessionalism, we can monitor these kinds of activities.