Qualities of a Sales Manager for 2019
A sales manager should reflect the whole spirit of their team. This is where salespeople and pre-sales people will be making their mark at work on a day-to-day basis. It is through the manager’s leadership that a company can efficiently increase sales.
At the end of each year, targets are analyzed, planning is done—or redone—and sales projections for the next 365 days are defined. A sales goal is set for the next 12 months, and the sales manager’s role in achieving that goal is vital.
When analyzing the past year, what changes can be made to boost sales? A manager’s insights can be valuable in answering this question.
After all, companies only grow when they can make their business process more effective. And it’s even better if this happens in parallel with the reduction of operations costs.
In this article, we will list the essential qualities of a sales manager that not only allow them to manage their business team, but also encourage the best performance from each person under his or her supervision.
Being a good sales manager entails creating an environment where everyone can fulfill their obligations and hit targets. By monitoring the relationships between customers and their salesperson, the team can learn insights that will help them improve their pitch.
Know how to build your team well
The first quality is knowing how to surround yourself with the best salespeople. Good salespeople will already be employed and can cost a lot of money, but identifying potential talents you can hone is an important value.
You should assemble not only the sales team but also the pre-sales team. It’s important to know how many sales representatives your business needs.
It is also crucial to understand your current team’s strengths and weaknesses. For example, if someone on the team has difficulty closing sales, then they need the extra help. Investing in constant improvement through training is key.
Manage through respect
A sales leader should show everyone respect even if there are reasons to not be happy with someone’s job performance. Shouting, complaining, and harassment are unacceptable.
You will not be able to gain anything positive from this behavior and your team will see the way you deal with problems and potentially grow dissatisfied with having you as a manager.
If your salesperson is struggling in an area you have to be able to identify that and understand why they are having these issues. Then you can invest in the training to help them grow. Of course, if there is no improvement even after training, you need to make changes to your team.
A leader needs to understand as much or more about the subject of expertise as their team members because it is much easier to win the respect of his team and trust in what the leader proposes.
Understand your team’s limits
Understand and modify if necessary. The sales manager needs to be aware of the current capacity of his team. This analysis has to be based on trends directly related to your industry and also take into account the current state of the market.
At the beginning of the year, for example, sales for your industry might be slower. If the salespeople are failing to beat the target for the month, you need to understand those whys and then adapt the sales goals.
Having harder to reach goals can have two consequences. The first is that your team will be motivated to work harder to succeed. But keep in mind that team management goes far beyond paying commissions.
If the goal is completely unrealistic, the effect can be negative; people can become unmotivated or even quit their jobs.
As a result, you’ll have to hire new professionals, invest in training them, and wait for them to overcome the learning curve while they’re on the front line selling.
How much time is lost in these processes? How many opportunities will you lose?
Therefore, it is up to the manager to use KPIs, also known as key performance indicators, and OPIs, which are Operational Performance Indicators. Through them it is possible to identify bottlenecks and define a plan to correct them.
Identify the best opportunities
Another important point is to identify the best opportunities.
The cliché is true: time is money. Every manager knows how much it costs to not only have an idle salesperson but to lose time with prospects who have no potential for closure.
The wrong focus can compromise the established monthly goals. As a consequence, the cost of acquiring customers can increase.
With their experience, knowledge of the client, and also the solution in hand, it is up to the sales manager to direct his team to opportunities with greater potential. It may be easier to designate for pre-salespeople, for example, to qualify the lead for the closer.
It is also important to be aware of if the established goal matches reality. And we’re not just talking about those more daring goals. Low goals can also be a problem. Manager should also consider how much money will be invested into a customer compared to the estimated value that will be generated.
Find Your Leadership Style
What style of management suits you the most? Be honest with yourself. Trying to become something that does not fit your personality, your beliefs and values will not work.
Content written by Felipe Arruda – Marketing Strategist