The Hindrances in Sales Management

The role of Sales Manager is of vital importance such as their agility accelerates the organizations performance in the market. Sales Managers plan, lead and control the personal, selling activities of an organization. Although Sales Managers ’s responsibilities vary widely across companies, their basic responsibilities are to prepare sales plans and budgets ,set sales forces goals and objectives, estimate demand and flow of sales, determine the size of the sales force, recruit select and train the sales people determine sales territories, sales quotas and performance, compensate ,motivate and lead the sales force, conduct sales volume, cost and profit analysis, evaluate sales force performance including ethical and social contract etc.
No matter how efficient the Sales Managers might be some times their performance might get affected when they have to combat the following aspects in the market. These can be poor selection criteria for promotion to sales management, inadequate sales management training programs, lack of management in handling sales operation and insufficient blending of sales and marketing activities for sales managers to do an optional job. Along with these hindrances, top management support for sales managers is also important. Managerial performance criteria such as profit and decision orientation significantly enable sales managers to increase the productivity and profitability of the sales force.