The challenges of the salles manager in the current business environment

Mihaela Moise

The AMFITEATRU ECONOMIC journal, 2009, vol. 11, issue 25, 113-122

Abstract: When it comes to thinking about sales leadership these days, most executives just don't get it. Chief sales officers - and even chief executive officers, who recognize that the sales organization drives top-line growth - often have an incomplete notion of the CSO's job. Sure, they understand that leading the modern sales organization takes much mote than motivating and managing salespeople. In recent years, the sales manager have had to devote considerable time and energy to establishing and maintaining disciplined sales processes, including everything from customer segmentation to sales staff compensation. Given the complexity of those processes, even well-run sales departments have to work hard to get them all operating smoothly. The heightened expectations of customers, peer executives in other functions, and the sales force itself require the head of sales to shoulder mew responsibilities, ones that have changed the job almost beyond recognition from what it was 20 years ago. In this article are presented the ways in which the business environment has changed the sales chief's job. Then the article describes the new roles that sales leaders increasingly must play.

Keywords: sales manager; selling solutions; supplier; business strategy; sales process; new environment; global customer; sales force (search for similar items in EconPapers)
JEL-codes: E32 L22 L81 M21 (search for similar items in EconPapers)
Date: 2009
References: View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://www.amfiteatrueconomic.ro/temp/Article_639.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:aes:amfeco:v:11:y:2009:i:25:p:113-122

Access Statistics for this article

More articles in The AMFITEATRU ECONOMIC journal from Academy of Economic Studies - Bucharest, Romania Contact information at EDIRC.
Bibliographic data for series maintained by Valentin Dumitru ().