sales management checklist

Leading a sales team is a complex pursuit with a single objective - to meet and exceed the sales objectives for the area you're managing. The variables that can impact your success as a leader are tremendous.

Below is your sales management checklist. Its purpose is to help you stay on top of the primary issues that should have your attention on a regular basis and to avoid letting the important success factors slip through the cracks. Your particular sales world will likely involve a few more points or slight changes that are specific to you and your team/ company/ industry.

Consistently addressed, these are the sales management fundamentals that will put you and your team far in front of the pack... and keep you there.

	sales newsletters: the core fundamentals
	sales quotes™: motivation & inspiration
	prospects™: 75 leads for businesses

your team

• general periodic discussion/ review
• goals/ expectations understood
• sales skill training
• motivation
• product/ service/ industry knowledge training
• recruiting
• promotions/ new roles/ new positions
• performance reviews
• recognition

operational issues

• activity numbers
• sales numbers (units/ revenue/ margin)
• sales process reviewed
• sales communication reviewed/ distributed
• before and after the sale reviewed (processes)
• lead generation
• barriers to remove from sales efforts

external relationships

• top customers contacted
• top competitors reviewed
• top partners contacted

self-development

• management skills
• additional contributions