Unlocking Success in the Pro AV Industry: Understanding the Role of the Sales Manager
As we came upon finishing our fiscal year along with many of our manufacturer partners, I was tasked with working closely with our sales team to run down potential incoming purchases with us. This brought me into the thought process of how complex a Sales Rep/Account Mgr./Territory Mgr. in our industry – and others – has become with advancements in technology, social media, and our everchanging world.
In the past, it was a rolodex, catalogs, and flyers – with your feet on the street and the phones to uncover new clients and build relationships. Today, it’s grab your laptop, use sales force or some other system, connect over email, network on LinkedIn, and don’t forget, be available using Zoom, Teams, and your cell phone 24 hours a day to respond to questions and assist with product recommendations.
Of course, they have to keep up with product changes and technological advancements to offer good recommendations to you or me. Yes, they can research the details, although your best sales professionals are ahead of the curve. They want to be the ones to introduce the technology to you to be a true consultant in offering you the solutions. That’s their value, and they know it!
That means they have to integrate ongoing training into their day-to-day. Plus, they have to keep up with their management about the status of the project and opportunity. Let’s not forget about the internal company relationships, which are another real key component for a sales professional to fulfill their commitments. They must have strong relationships to get things done, because if they’ve made a commitment, they have to deliver on the commitment.
Above all, time management seems to be a common skill among all sales managers. As detailed in Stephen Covey’s “7 Habits of Highly Effective People: Powerful Lessons in Personal Change,” the ability to manage time emerges as the cornerstone of success.
He explains, “Habit is the intersection of knowledge (what to do), skill (how to do), and desire (want to do).”
This book has always resonated with me in both my professional and personal life. It’s been a constant reminder in my life with so many constant changes and focuses, whether it be on a personal or professional level. Regardless, they are intertwined with each other, and you must be able to balance both, or most importantly, manage the imbalance when life commands of you. Time is the single most important element in our lives and, at times, the most difficult to manage effectively. Stephen Covey’s recommendations for managing our habits for personal change help with time and priorities. It’s a good read.
This crucial combination of knowledge, skill, and desire requires precise time management, as a sales manager must find the time to educate themselves on new technology and services, visit clients, and build a pipeline for new business, management, internal processes, and relationships – and don’t forget the paperwork in there, as well. Staying up to date on the latest trends and products isn’t just a choice; it’s a necessity in an industry that thrives on progress and innovation.
If you are in a position that supports the sales team, I encourage you to give them some love and assistance to make their jobs just a little easier!
I’m here to save them some time and give all my sales professionals a little extra time with their Panasonic needs.
Leverage Me As A Resource For Your Panasonic Needs
At Exertis Almo, we deliver top-notch service with expert product recommendations. Let’s get in touch to find the perfect Panasonic solutions for your upcoming project. Reach out today and let’s embark on this journey together!
Angie Greene | DSCE
Business Development Manager
Supported Manufacturers: ScreenBeam and Panasonic
As the liaison between a device and a display, Miracast utilizes wireless technology to detect, connect, and mirror the screen of one device on the other. The up-and-coming technology serves as a peer-to-peer network to wirelessly transmit screencasts comprised of WiFi Direct connections, comparable to Bluetooth’s function. In fact, Miracast allows content reproduction from TVs, smartphones, and more – all onto users’ PC screens.
Along with the real-time content transmission, Miracast provides content protection through its support of High-Bandwidth Digital Content Protection – or HDCP. The mechanism oversees the transfer of content between the device that originates the content (the source) and the display device, providing an added layer of security to a user’s digital rights.
In fact, Miracast technology is available on a variety of wireless devices from 
When designing or renovating a classroom, there are several key factors that affect an integrator’s decision in choosing to install a display or a projector. Generally speaking, the decision is based on the room size, seating layout, and light levels of the overall environment – both natural and overhead lighting included.
including a 21:9 aspect ratio for hybrid learning and remote collaboration. Perfect for the education space, the projector features a compact design and long-lasting power. Plus, the simple set-up and wall-mounted installation provides crystal-clear images up to 120” with little to no chances of projector shadows from the presenter.
Additionally, we’ve seen an increased demand for both displays and projectors in hy-flex classrooms, which follow a small group-based layout. These learning spaces feature a main projector, or several, at the front of the classroom, but separate students into small groups, each with their own individual display at their meeting table. The professor can walk around the room and supervise the individual groups, with the capability to transmit a video feed from the small group displays to the main projector to share content with the whole class.
1. Connection Level
