Sales management translates the strategic corporate goals into operationally feasible and measurable sales targets and thus makes decisions on the allocation of sales resources.
The decision-making processes are based on the specification of meaningful KPIs such as customer profitability, number of active customers, or sales per employee. These KPIs serve as a basis for decisions to initiate adaptation processes. A widespread concept of sales management is the profit center. Sales responsibility and decision-making authority are eminently anchored within the respective sales division. Thus, these divisions become relatively independent profit centers. Individual KPIs are determined for each sales division and used for assessment and control. Depending on the size of the company and its organizational structure, sales management can be carried out by one or more persons. However, sales management should be generally assigned to the top management level because of its high strategic relevance.