Sales management myths get perpetuated and circulated in the sales world to create problems and foster a sense of insecurity and under-accomplishment in other sales personnel. These myths defy logic and reasoning but still are firmly held as convictions in majority of the sales force worldwide. Some of the myths about sales management that create more problems than solving them, are listed below:
- Sales management is all about numbers - This myth implies that sales management means simply having the sales figures meet the numbers churned out. The numbers here point to the target figures, and projected sales. These have been reached by keeping track of past performances and using complex formulae which may not have any connection to the current market situation. Sales personnel push towards these figures, and if they do not achieve targets, live with fear and de-motivation. Actually sales management is more about managing sales activities, checking their effectiveness, and pushing for improvements of activities rather than individuals. The individuals have to be encouraged and motivated so that they can work without fear-this positive push will help them achieve more than the target numbers.
- Morale is boosted with higher sales – Though higher sales will boost morale temporarily, it may not improve the happiness quotient of the sales force. Businesses need to keep their sales force happy and their morale up and higher sales will naturally follow. To first see higher sales and then reward to boost morale may be a short term approach. Sales teams must have an encouraging and stimulating work environment and must be well informed about their product to be effective salesmen who sell more.
- The sales manager has the answers while salesmen just have to act - Sales management is as much about sales as about nurturing the sales force, making them think, learn and understand the sales business with depth, to be able to give it their best. When managers answer questions, the salesman has been deprived of an opportunity to think and develop his skill in the field. Being able to think on your own and come to a result is better learning than having it tossed by a superior. The manager’s job is to train people to sell better, not to ensure high sales themselves.
- Setting goals in terms of quantities to sell - when the top management fixes targets for individuals, it is actually setting limits beyond which employees do not need to work. The idea of sales management, on the contrary, is to get the best out of salesmen and help them do better, which will benefit the company in terms of higher sales.
- The sales manager is the best salesman - Companies give the top sales management posts to their best salesman thinking his whole team will sell better. The manager actually has to mange his team more than the sales figures. He has to train his people to sell better and not sell himself, help them forge relations with customers rather than doing so himself.
- Sales management is based on common sense - This is not in the least true since sales management requires multiple skills which involve quick thinking and analysis, managing people, multitasking, and many other qualities.
Sales management myths should be considered and then basically ignored, they will only serve to distract you from your goals.
