2. Sales Manager Purpose
Great sales managers understand that their personal impact on their teams
is far greater than sales training or higher compensation.
Elevating standards and coaching team is the most impact activity that
enhances team performances and strengthens moral.
Selecting, developing and retaining top sales performer is the primarily Job
of a sales manager. Number's attainments are a byproduct of these criteria.
Great sales managers understand that retaining top performing sales
people is vital to the organization and the cohesiveness of the team.
Deep, patient listening to clients and team allows achievement of goals
faster because trustworthiness is the ingredient that builds respectable
businesses.
Empower the best hired talent they can afford. Provide them with tools to
be successful. Remove obstacles for them and let them excel.
3. Sales Manager Challenges
Sales manager's struggle with:
How to be effective coaches?
How to manage a diverse sales force?
Where to find Sales stars and how to attract them?
How to manage diplomatically their superiors demands?
How to drive superior sales output?
How to manage hearts in times of Adversity?
They also understand the following:
Greatness is found in the struggle.
Great managers are willing to teach in the trenches.
Coaching is their first priority.
Time is a finite resource that needs careful disciplined focus
You can never over communicate
Asking effective questions create self-awareness and trigger creative solution generation.
Identifying and coaching effectively on only one need at the time
Leveraging internal motivation to achieve sales people desired outcome.
Writing down a mutually agreed success action plan and work toward its achievement.
Success depends on the individual. Skills can be taught as long as there is a strong will.
4. Successful Sales Managers are
Incredible caring coaches
Inquisitive thought challengers
Activity and result driven.
Date driven, focused in predictable
revenue generation.
Encourage smart calculated risk
taking
Experts at utilizing activity metrics
and align them with sales forces
goals and wants.
Provide continuous live learning
feedback in the battlefield not just in
the classroom
View exceeding sales quota as their
duty and obligation
Outstanding Coaches
Ask the right questions
Challenge the process
Strategy driven
Team
oriented
Build
cohesivenes
s
Eliminate
obstacles
Develop talent
Manage Activities and
behavior
Keep
everyone
focused on
the job
purpose
5. Great Sales Managers are Great Students and
Humble Mentors
Acquire constantly new
knowledge to expand teaching
capabilities to share with
subordinates
Offer just-in-time advices and
assistance followed by focused
guidance.
Reinforce genuine concern
behavior to create long term
satisfied client's relationships while
improving ROI
Focus on core performers to drive
peak performance
Constantly validate small and big
wins to lift team morale.
Collaborate, engage, assist and
serve others rather than get
wrapped up on own
responsibilities and agenda.
Inspire the sales team with
genuine personal experiences and
intelligently learned knowledge
Focus on developing sales force to
reach true potential. Sales results
are a derivative of that outcome
6. Sales Managers Comparison
Great sales managers challenge
the Status quo. Empower and
encourage the sales team to do
and achieve more regardless of
probability .
Collaborate on team success road
maps that are forged based on
individual's strengths.
Leverage trade-offs to keep the
team focused on targeted goals.
Willing to say No when necessary
Make tough decisions without
apology
Developing and empowering sales
Teams
Great Sales
Managers
Typical sales
Managers
Self-evaluate and adapt Constantly Rarely
Industry/Competition benchmarking Constantly Rarely
Sell on Value vs Pricing Constantly Rarely
Forecasting and planning individual/
Team goals
Self- Initiative Company Initiative
Shadowing and discussing sales
calls/Presentation outcome
Constantly Rarely
Coaching on improvement and providing
positive feedback
Constantly Rarely
Encourage growth and trial of different
perspectives
Constantly Rarely
7. Coach
industry and
technology
competitive
advantages
Industry
transformation
awareness
Sales force of
the future
requirements
Required
sales force
new skills
Technology
evolution
new forces
B2B selling
and B2C
impact
Coach and
eliminate
confidence
barriers
Keep them in
front of clients
Provide
constant
assistance
while tag-
teaming
Educate on
what matters to
clients most
Multiple
failures
are the
way to
success
Teach in the
field or
trenches with
them
Replay the
appointment
Show
how to
handle
initial
meeting
Help to advance
conversations
with clients
Provides
feedback
and check
skill sets
Sales Manager Educational Role
8. Sales Manager Primarily Role
Coach, mentor and motivate the team to stretch, outdo, outthink and outsmart their
best accomplishments.
Create an environment of accountability, responsibility and collaborative team
harmony and job satisfaction
Invest in people skills and genuinely drive them towards success.
Educate on clients ever evolving wants and desires
Coaches on competitive forces and market shift powers.
Reinforce the value of timing in sales attainments
Track results and adjust sales approaches and methods to satisfy a highly
educated client base.
Create an environment of camaraderie that boost sales and moral
He ensures that people are having fun at work ( minimize attrition)
9. Great Sales Managers
Reflect and adjust trajectory
according to company and market
demands
Allow events to touch them to draw
lessons from them
Think, ponder, wonder about ways
to improve systems, processes,
methods and organizations.
See themselves as valuable
contributors that senior mangers
depend on to improve the
organization
Have ownership and genuine
interest at heart on the well being of
the team and organization
Plan to win, prepare to win and expect to win.
Love the job, has fun doing it regardless of
challenges they face.
Align themselves with great mentors
Mentors encourage and inspire mentee to
excellence.
Love to shine
Their stardom benefits the team and the
organization and allows others to emulate them in
their careers.
Manage self-motivation, by staying at peek
physical and mental health
Promote high energy because the team draw of it
constantly
Terminate bad employees with dignity but without
any apology.
10. Sales Managers Practical Advice
Terminate swiftly but hire methodically and unhurriedly.
Eliminate toxic attitudes and behaviors before they spread the disease of
low morale.
Inspire individually team members by touching their hearts and minds while
appealing to their inner greatness all the time
Realize that success is a function of the people moral, mindset, skill set and
tool set. They eliminate obstacles and move of the way
Use financial rewards to keep the team eyes on the target. However,
shower winners with priceless recognition, as well as personalized Thank
You messages.
Value deep personal connectedness with top- performing players
Believe in creating occasional relationship magic by making people feel
very uniquely special.
Treat everyone with total respect, fairness and candor
