Managing revenue is often the biggest challenge for entrepreneurs and small business principals. Its hard to be a focussed on sales when delivering service to customers is a full time job. Unfortunately, somebody has to do it, and that somebody is usually the business owner.
The individual entrepreneur won’t want, or need, to manage his sales process in the same way as the big businesses – but there may be some value in understanding how sales teams are managed. If the small business owner can adapt the big business approach to suit his own operation, he can have more confidence in his ability to manage income, and more time to deliver the effort which actually earns it.
In our Sales Management Processes and Tools coaching tutorial we explain how the professionals manage the flow of revenue into the business, so the small business owner can develop his own processes.
We describe the job of managing revenue in terms of three roles
- Sales Director,
- Sales Manager and
- Sales Rep.
Of course, most entrepreneurs and small business principals, fill all three of these roles.
It’s hard enough for the sales professionals to get these right, even with training and experience. For the untrained entrepreneur, with too many other things going on, it must be close to impossible. An understanding of these techniques should be a big help.
You’ll lots of insight useful to sales managers in our coaching tutorials.