Do major gift and planned gift staff need “sales managers”?
Huh? Sales managers? But we don’t sell anything!
Actually, you do! You’re selling value.
Any exchange of money occurs because a person sees value in giving away their hard-earned cash.
The private sector usually has sales managers for their teams. The nonprofit sector usually doesn’t.
Instead, they have Directors or CDO’s. But too many of them don’t know how to manage lead generation, cultivation, and tactical “closing” teams.
It’s time for fundraising shops to employ sales management principles.
I think every nonprofit with major gift and planned gift staff needs a structure that yields accountability metrics that have been proven effective in the private sector.
The best authority on this topic (in my opinion) is Mike Weinberg. Here’s a great video that explains how to do it.