What Is the Definition of Sales Management?

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Sales management refers to the efforts of a business to maximize the benefits a company and its customers receive from its sales force. A sales manager establishes goals, meets quotas and hires a staff of the best sales people possible.

A company's sales staff is the most direct, efficient and cost-effective way it makes money. A sales manager must train, motivate and recruit talent to the sales team in order to ensure the company's goals are being met. A sales manager must also acquire new leads and analyze the performance of the current sales staff in order to make adjustments for the best possible performance.