For sales executives to get adequate information, and for sales managers to meet or exceed their key metrics, sales managers must make certain that their teams are both properly executing their opportunities and communicating the position of those opportunities in the sales process.
Sales managers use a repeatable process to do this. This process is cyclical, providing a mechanism for continuous improvement. It also highlights two primary activities in sales management: diagnosing the issues facing sellers and coaching the remediation of those issues.
Opportunities and pipelines are analyzed to diagnose specific problem areas. Sales management tools and techniques are used to quickly spot trouble areas so that sales managers can focus coaching activities on only those areas. This is referred to as management by exception.