Exploring Sales Manager’ Daily Tasks

The previous unit introduced the business case of Best Run Bikes. Let's expand on this use case and introduce Eduard, who is the Best Run Bikes' sales manager.

Let's watch this video to learn about Eduard's daily tasks as a sales manager and how SAP Sales Cloud Version 2 helps overcome the challenges Eduard faces.

Sales managers play an important role in driving a company's sales success and guaranteeing the team meets or outperforms the revenue targets. They're responsible for managing the team's day-to-day activities and implementing long-term strategies to achieve sustainable growth. The following image shows some of the key tasks implemented by sales managers in the lead-to-cash process.

1. Sales Team Management: Offering leadership and guidance to the sales team, setting up the performance goals, and motivating team members to achieve targets.
2. Sales Performance Monitoring: Tracking and analyzing sales metrics and key performance indicators (KPIs) to assess individual and team performance.
3. Sales Strategy Meetings: Developing and implementing sales strategies to increase revenue and market share by conducting regular sales meetings with the team to review progress, discuss challenges, and plan for improvement.
4. Sales Forecasting and Reporting: Forecasting future sales trends and targets. Prepare and present sales reports and performance updates to upper management.
5. Sales Process Improvement and Performance Reviews: Evaluating and improving sales processes constantly to improve efficiency and effectiveness. Conducting regular performance reviews with individual sales team members to offer feedback and set development goals.
6. Lead Generation and Problem Solving: Collaborating with marketing teams to guarantee a steady flow of leads to the sales team. Addressing any problems or challenges within the sales team or sales process.

In summary, a sales manager’s daily tasks include overseeing the sales team, understanding and simplifying the sales process, and monitoring sales representatives' performance. Using intelligent technology, sales managers can:

• Gain a full view of each customer
• Guide through complex sales journeys
• Grow relationships through value

Sales managers gain a wider perspective throughout the sales process. This responsibility involves understanding the sales process, simplifying it, and identifying bottlenecks. 

Lead Intelligence and Deal Intelligence offer machine learning scores for Leads/Opportunities and built-in analytics visuals that offer insights and opportunities.

• Machine Learning: Lead and opportunity scores give insights into the likelihood of a deal closing.
• Intelligent Sales Representative Reporting: Built-in analytics for detailed sales representative reporting. Intelligent insights and scoring on deals.
• Playbooks: Create guided advice for sales representatives. Sales representatives execute the suggested actions, and the system makes the change.
• Forecasting: Assign a sales forecast to sales representatives and monitor the process.
• Sales Cycle: Build a sales process and assign activities to complete during certain phases of the sales deal.

Sales managers do the following sets of activities:

• Identify and target high-value deals using machine learning scores.
• Set clear sales cycles and phases for a uniform sales business process and clear instructions on how to process opportunities.
• Set forecasts for a sales team and monitor performance.
• Monitor the pipeline, identify bottlenecks, and take remedial steps.
• Customers expect you to know their business. This action helps with customer advocacy by delivering meaningful interactions with a full view of each customer. It includes front- and back-office insights.
• Use playbooks to offer recommendations to guide the sales team through the sales process.
• Gain insights and create reports using Embedded Analytics.