It’s easy to differentiate the great sales managers from the mediocre. The great ones all do these ten things on the job. Keep reading.
What makes sales managers great? Is it their personalities? Their communication skills? Dedication? Hard work?
Well, it’s a combination of a lot of things, really.
Here are ten things that all really great sales managers seem to do every day.
There’s a difference between being just a manager and being a leader. The best sales managers are leaders at heart. They put in the time and effort to coach their salespeople in order to advance their strengths and help them overcome their weaknesses. They take part in one-to-one sales coaching sessions to work on strengthening specific skills on an individual basis. They want their teams to succeed and they do whatever they can to help.
The best managers understand that sales and marketing need to work together to get the best results from inbound marketing. They liaise with the marketing team and bring the two departments together to ensure that the lead handoff process runs smoothly and that their salespeople have all of the qualifying information they need to make the sale.
Great sales managers know that goals are useless if no one is tracking progress. If the trajectory isn’t progressing as anticipated, their salespeople won’t meet their quotas after the end of the month or quarter. The best managers track progress so they can jump in if needed, help with challenges, and get their team back on track to meeting their goals before it’s too late.
The greatest sales managers know they are nothing without their team. They take recruiting and hiring seriously. Whether their teams are made up of two or two hundred members, they are diligent in their hiring processes to ensure that they’re only onboarding top talent.
Hiring talented salespeople with experience doesn’t mean you can skip on the training. Great managers make sure they’re continuously offering training opportunities—they know their reps can always benefit from learning new skills and acquiring new ideas.
No good sales manager continuously comes in late or leaves early, slacks off, gives up, or behaves unethically. They lead by example. They become the perfect specimen of who they want their team members to be.
Sales can be tough. It can be demoralizing to constantly face rejection. The best sales managers will motivate their salespeople to keep working hard to get that sale, no matter how many times they hear “no.” They create incentives, they give out prizes, they make up contests, and they know exactly what to say to keep spirits up in their department.
Great sales managers have the respect of their team members because they respect their salespeople in return. They don’t let accomplishments and hard work go by unnoticed. They celebrate the big wins and the small ones. They make their teams feel appreciated, valued, and cared for.
When your salespeople have to come to you for every little answer to every little question or for a solution to every problem, you haven’t done your job properly. The greatest managers create independent rock stars who can succeed in their roles with little supervision or help. Of course, they’re always around if they’re needed, but they help their salespeople gain the competency and independence to make their decisions on their own.
Great managers are always looking on the bright side. When they, or one of their salespeople, make a mistake or do something that leads to failure, they take it as an opportunity for growth, learning, and coaching. They acknowledge the error, rectify the situation as soon as possible, learn what needs to be learned from it, and then move on, without placing blame or getting angry.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.