If you own a small business, head up the part of large corporation or are thinking of forming a company you need to realize that if you do not manage your sales they will manage you. For instance if you are building a top notch business plan for investors to look at who might in turn fund this business idea of yours, you better make it really clear to them where your sales come from and who you will manage them.
In a small business if you do not manage your sales then, you find the actual sales numbers playing hell with your next months budget, advertising allowances and even your own take home pay. For those running operations at corporations if your sales do not perform, next, see ya, you are out of there and your replacement will have a shot of it. Moral of the story if you do not manage your sales they will manage you.
How do you manage your sales? Well you break down things to the minute details and set objectives and goals. You explain to your sales team what is expected and your staff what those do or die goals are to be and exactly what the check-points are to meet them along the way. All businesses big or small must manage their sales or they will manage them. Consider this in 2006.