Strategic sales management encompasses devising and executing strategies that boost sales performance, customer satisfaction, and revenue generation. For instance, a technology company could create a strategic sales plan to target specific industries, offer value-added services, and build strong customer relationships.
Strategic sales management gained prominence in the 1980s as companies recognized the need for a more proactive and customer-centric approach to sales. It provides numerous benefits, including improved sales effectiveness, increased customer loyalty, and a competitive edge.