What a sales director needs to know in 2023

The sales department is an important part of any business. It is he who brings money to the company. And for its work to be effective, it is necessary to create a certain system that will regulate all the nuances of activity at each stage. The director of the sales department can compile and configure such a system. And for the system to really work effectively and without failures, he must have a wide range of knowledge, skills and qualities. New Post Business School will tell what an effective sales director should be in 2023.

What does the head of the sales department do?

The director of sales is the person who sets up and controls the sales system. Depending on the size of the company, the duties of a specialist may differ.

• For example, in a small company, it is enough for him to follow a small number of managers who accept and process applications from the site, and to resolve conflicting situations.
• A medium-sized business already requires knowledge of interaction with dozens of workers, the ability to develop and implement a motivation system, to ensure the effectiveness of everyone.
• In large companies, the director's responsibilities include analytics, strategy development, selection of training guides for employees, control of work with tenders and marketing.

An effective director of the sales department should have a harmonious combination of professional and personal qualities. He must be a leader, be able to negotiate productively, possess persuasive skills. In addition, it is important that the director understands the product that the company sells. It's strange enough trying to sell something you know nothing about.

What should the director of the sales department understand

The main task of the manager is to create a department that can achieve the set goals, that is, ensure the company's profit in accordance with the strategic development plan. Accordingly, it should be understood based on the rules for drawing up sales plans.

Also, the director of the sales department must understand:

1. in the nuances of making decisions about purchasing products;
2. in the personal qualities of the buyer who falls under the target audience;
3. in the organization, functions and structure of the sales department;
4. in the creation and operation of the sales funnel;
5. in the rules for developing a system of discounts and promotions;
6. in motivation systems;
7. in the specifics of resolving conflict situations.

In addition, he must understand typical mistakes during sales in order to avoid them in the work of managers, as well as be able to work with the qualifications of leads and analyze sales.

Currently, multitasking workers, that is, those who have skills in related fields, are most valued. For example, those who have a legal education understand financial reporting and marketing strategies. Or have other skills that will help make the department more efficient.

What tasks does the director of the sales department solve

The need for this position usually arises as the company grows. In the initial stages, these duties are performed by the owner or director. But over time, business processes become more complicated, and the number of employees increases. Accordingly, there are many more problems.

The responsibilities of the director of the sales department include:

1. managing and controlling the work of managers;
2. conducting negotiations with key customers;
3. work in CRM;
4. analysis of the efficiency of the department and control of the implementation of sales plans;
5. preparation of sales forecasts for future periods;
6. tracking sales plans (so that they constantly increase, but do not cross the line of reality);
7. implementation of staff motivation techniques;
8. development and adjustment of the KPI system;
9. creation of an assortment and price strategy;
10. development of a training program for employees;
11. preparation or approval of templates of standard instructions, scripts, commercial offers;
12. competitor analysis;
13. search for sales growth points.

In 2023, specialists who combine the entire set of necessary qualities will be the most valuable. Such specialists are able to lead the company through economic downturns and troubles with minimal losses.