L47: Sales Management

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Overview

Why is this session important?

In this session we address the role and primary functions of Sales Management in ensuring a good and sustainable business outcome. We consider both sides of this equation: 1) how does Sales management plan, set targets, and forecast the team’s sales opportunities with as much accuracy as possible, fully knowing and acknowledging “things change”, and 2) How does the individual Sales representative manage their opportunities and represent their “commitment” to their forecast for periodic updates to Sales management?