Sales management is the coordination of people and resources to effectively produce the desired goal. These long term goals can be wide ranging, however they are generally increased sales volume, contribution to profits, and continuous growth. To achieve these objectives, sales managers have vast responsibilities including, but not limited to: demand/sales forecasting, establishing quotas/objectives, budgeting, organization, recruitment, training, compensation, and sales performance evaluation.
Sales managers have one of the most vital roles in any organization. Without one, a sales team will most likely become dead in the water. A good manager organizes and drives their sales team towards achieving their goals of increased revenue and productivity.