How to Be a
brilliantSales Manager
Based on
Geoffrey James’
INC article
We’re going to explore
Twelveroles of successful sales
managers
Coach
Identifies the strengths and weaknesses of
each individual on the sales team and expand
each individual's ability to contri...
teacher
Helps sales team members to develop, not just
their basic sales skills, but the business
acumen required to understand lar...
mentor
Uses experience and perspective to guide the
sales process, warn of potential problems and
provide tactical assistance in ...
politician
Marshals the internal resources, both inside
and outside the sales team, that will be
required to ensure that each opportu...
communicator
Communicates clearly and consistently the
needs of the sales team to other internal
organizations, so that they can better...
prioritizer
Ensures that the most important opportunities
get priority so that the company can use its
limited resources wisely.
recruiter
Continuously searches out and interviews
individuals who might become top
contributors to the sales efforts.
surgeon
Culls out non-performers so that they don't
consume resources and bring the rest of the
team down to their level.
Fortune-teller
Balances historical data, wishful thinking, and
gut feelings to create a sales forecast that
approximates future sales.
conductor
Coordinates sales and marketing messages so
that, when customers listen to your firm, they
always hear the same tune.
Debriefer
Makes certain that the entire company learns
from both wins and losses, so that effective
behaviors are repeated and ineff...
Diplomat
Shares credit for both wins and losses among
all contributing organizations, without creating
either heroes or scapegoats.
Our software finds sales triggers
faster. Get a free taste!
Sincerely, SalesLoft.
Share on or
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How to Be a Brilliant Sales Manager

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What roles do you need to play to be a great sales manager? Find out 12 here.

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How to Be a Brilliant Sales Manager

  1. 1. How to Be a brilliantSales Manager
  2. 2. Based on Geoffrey James’ INC article
  3. 3. We’re going to explore Twelveroles of successful sales managers
  4. 4. Coach
  5. 5. Identifies the strengths and weaknesses of each individual on the sales team and expand each individual's ability to contribute to the overall sales effort.
  6. 6. teacher
  7. 7. Helps sales team members to develop, not just their basic sales skills, but the business acumen required to understand larger business issues.
  8. 8. mentor
  9. 9. Uses experience and perspective to guide the sales process, warn of potential problems and provide tactical assistance in specific sales situations.
  10. 10. politician
  11. 11. Marshals the internal resources, both inside and outside the sales team, that will be required to ensure that each opportunity proceeds apace.
  12. 12. communicator
  13. 13. Communicates clearly and consistently the needs of the sales team to other internal organizations, so that they can better support sales efforts.
  14. 14. prioritizer
  15. 15. Ensures that the most important opportunities get priority so that the company can use its limited resources wisely.
  16. 16. recruiter
  17. 17. Continuously searches out and interviews individuals who might become top contributors to the sales efforts.
  18. 18. surgeon
  19. 19. Culls out non-performers so that they don't consume resources and bring the rest of the team down to their level.
  20. 20. Fortune-teller
  21. 21. Balances historical data, wishful thinking, and gut feelings to create a sales forecast that approximates future sales.
  22. 22. conductor
  23. 23. Coordinates sales and marketing messages so that, when customers listen to your firm, they always hear the same tune.
  24. 24. Debriefer
  25. 25. Makes certain that the entire company learns from both wins and losses, so that effective behaviors are repeated and ineffective ones are not.
  26. 26. Diplomat
  27. 27. Shares credit for both wins and losses among all contributing organizations, without creating either heroes or scapegoats.
  28. 28. Our software finds sales triggers faster. Get a free taste! Sincerely, SalesLoft. Share on or

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