Managing A Sales Manager


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As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool

The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to the Board of Directors or at Management Team Meetings. I hope this assists everyone in creating better dialogue, better understanding between peers and more importantly better execution.


Acumen Management Group

Discipline, Accountability and Control

Sales Management Reporting

Date: __________ For Month Ending: ______________

*First week of the month and Third week of the month

Sales Management Discussion Topics:

___ Sales Metrics Completed? Report attached

___ Pipeline Review/Forecast next 60 days

____ Marketing Programs next 60 days

____ Recruiting Status

____ Major Prospect Meeting Dates/Net New/Transition Clients

____ Sales Training Plans next 60 days

_____ ______________________________

Marketing Plans for the next 60 days

  • Product Promotions _____________________________
  • Trade Shows ­­­­­­­­­­­­­­­­­­­­_____________________________
  • Mailings _____________________________
  • Customer Relationships _____________________________
  • Email _____________________________
  • Web Casts ` _____________________________
  • Workshops _____________________________
  • Networking Events ____________________________
  • Current Sales/Marketing Project Status
  • Sales/Marketing Objectives for Next 90 Days
  • Agreed to Sales Management Priorities for the Month
  • Top 10 Sales Opportunities for the Month.
  • Sales Calls Scheduled and with What Salesperson
  • Issues/Problems/Recommendations on any topic:

Detail Description

The purpose of this document is to describe in the simplistic terms possible the specific deliverable content for both parties to review and discuss the 60 day plans of the sales and marketing organization. This is meant to be a high level review not a formal analytic analysis. The Sales Manager will mark each area RED, YELLOW or GREEN based upon their perception of the situation. In the future, as additional information is created and reviewed, these rankings will be compared to standards to generate the color dashboard perspective.

  • Sales Metrics
  • Pipeline Review/Forecast next 60 Days
  • Marketing Programs
  • Sales Lead Analysis
  • Recruiting Status
  • Major Prospect Meeting Dates
  • Sales Training Plans for next 60 Days
  • Current Sales/Marketing Project Status
  • Sales/Marketing Objectives for the Next 90 Days

Republished with author's permission from original post.

Ken Thoreson
Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.


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