The sales manager position is an important one for organizations. You need someone to lead a team of sales reps. There are many different types of people who can be…
The sales manager position is an important one for organizations. You need someone to lead a team of sales reps. There are many different types of people who can be sales managers and there are many different approaches that can be successful.
One thing we know for sure is that sales managers need to balance a lot of stuff – team operations, the sales process, meeting quotas, coaching, training, and many other tasks.
So, what kind of sales manager are you?
Or, if you’ve ever worked in sales, you’ve likely encountered one of the following types of sales managers:
These are the charismatic types. Sales reps are drawn to them and they can provide you with invaluable insights. You can learn a lot from this type of manager. They have an extra willingness to help sales reps to maximize their potential and help with career aspirations.
These managers are loyal to their team, even potentially to a fault. They will look out for the best interest of the team and its members at all times. They will bat for the team and even sacrifice their best interests to ensure the team is cared for. These managers work hard and expect the same out of you in return. If you are committed to the team, they will be committed to you. They are your cheerleader.
This is the manager that wants to be friends. They tend to be more like a fellow sales rep than a manager. It’s common for new sales managers to have this approach initially. You want to be part of the team, and not viewed as separate from the team, even though they are in charge now. While it’s great to get along with everyone, these types of leaders can have issues with discipline and holding people accountable.
The easy-going leader can seem like nothing rattles them. They don’t get too high or low. They also don’t get too involved in office politics. They are good communicators and polite to everyone. But, they may also be less willing to go to bat for the team. Typically the sales team will not have an overly strong relationship with their leader. The relationship is based on your role and ability to complete tasks as required.
This type of manager is very process-oriented. They are highly analytical and want people to follow all steps in great detail. They want things done their way and they will check in on the sales team more than needed. These managers risk being overbearing and don’t give their team the space they need to make mistakes and grow and learn from them.
The type of manager is precise as one would expect. They have an “it’s my way or the highway” mentality. They expect their sales team to follow all protocols as they laid them out. They are not open to feedback. They want things done their way at all times. These types of managers tend to be self-focused and overconfident.
Elizabeth is a sales recruiter that has led and developed multiple top sales teams in Canada in the Automotive, Retail, and Sports Industries. With 6+ years of corporate sales experience, she knows what separates a good salesperson from a great salesperson. She holds a Bachelor of Business Administration with a Specialization in Marketing and Accounting with Honours from the Schulich School of Business at York University.