Top 10 Sales Management Functions

  • November 10, 2009
  • Posted by: Dave Kurlan
  • Category: Understanding the Sales Force

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.