Sales Basics: Team roles

Every company wants to have a good sales manager, because the size of customer base largely depends on this person. However, it is not an easy task, so often lead processing, negotiations etc. devolve on the head or other employees. Here, we are going to discuss basic roles in sales management team.

After the lead arrived, it has to be handled. Who does this? It all depends on how your management department is organized.

Managers can fulfill three roles in a company:

  • accounts (customer service, project management);
  • projects (project management, communication in the team);
  • sales managers.

Even in a small company, all three manager roles are somehow present, but often they are combined into one person’s duty. If we combine the roles, we have a certain set of pros and cons, of course.

A universal manager is rather bad than good. Some pros are saving the company’s money and the full management of every client from the very beginning (controversial point though). As for the rest, universal managers spread themselves too thin. If you have such a story, try to trace the effectiveness of the employee. You will see that most likely their loading is uneven and spotty. This negatively affects the development of the company in general.

A separate sales person can work great with leads and take the load of accounts, but the shortcomings of this role also should be kept in mind. For the sake of executing the plan and closing the deal, the sales manager can manipulate the data, and consequences will pass on to another department. This can be solved by a set of instructions.

Is there an alternative to a sales manager? Yes, this role can be taken by the head or the owner of the company, which is more often the case. This person is usually well versed in both technical details and marketing. But you need to think about how to get rid of these duties as the company grows.