Sales management
Quick definition
Managing, measuring and improving a sales team and commercial process.
Detailed explanation
Sales management includes pipeline management, forecasting, coaching, CRM discipline and conversion improvement across the funnel.
Synonyms
Examples
A sales manager reviews pipeline and next steps weekly.
When to use this?
Use it when professionalizing commercial teams and forecasts.
Match-day approach
Match-day adds cadence, dashboards, pipeline review and coaching.
Related terms
Sales Forecasting
The process of predicting how much revenue you will generate in a specific period based on your pipeline.
Pipeline Coverage
The ratio of your total pipeline value compared to your sales target for a given period.
Quota Attainment
The percentage of your sales team that hits their target (quota) in a given period.
Learn more
Want to know how to apply sales management effectively in your organisation? Contact Match-day.
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