A sales manager is one who builds and nurtures a team. Communication skills is one of the most possible trait he should have. Before he speaks, should listen first, because he should understand what the sales rep is actually saying. The manager should be aware of the message that is transmitted to the sales rep in order to guide the team. A sales manager sometimes often tells the sales rep to do this, do another, etc. not allowing the sales rep to have the freedom to do what sales reps can do. At some moments they will be getting a different understanding, in which the sales manager has to ensure what is exactly communicated, whether both are having the same idea.
A Sales Manager plays 3 roles:-
- People Manager
- Customer Manager
- Business Manager
Integrity and trust are important things needed. Should have the ability to build relationships with peers, and help others to become successful. Even though the team/sales rep is not in the spotlight or top, the team should be always recognized. Keep them motivated. The manager should use data-driven reports in terms of analytics part. manager should empower them, effectively manage time, and if there is something that the sales rep does not understand pls guide them. Share best practices within the team. These are the qualities that Oracle looks for when a sales manager is onboarded. There are a lot of sales reps with different attitudes coming along the way, and at that moment managers should ensure that they are developing in all aspects. Managers should also ensure they grow, invest in learning, and improve their skills. Focus on what he lakhs.
When talking about the sales manager, the role was compared with the tour guide who guides the trekking in the mountains. Build positive relationships with those who are less than you know. The guide can share how to climb, but they themselves have to climb. You understand more processes than sales reps. You have to give the pros and cons, and the most probable scenarios that can occur. Because of not having experience, they will get stuck in the middle of the mountain. So the guide has to check the weather and all to move on. Ensure the team reaches on top and reaches the quota.
Don’t be a direct Manager but an Empowering Manager. The below indicates what is the difference:-
To become an empowering Manager,
- Set a goal with your team
- Express confidence that they can meet the challenge (Confidence is contagious; so is fear)
- Offer verbal support and be reachable, guide them in your support, and don’t give them the answer
- Don’t second guess their decisions and don’t take back control; this is a morale killer
- Respect their differences; see them as assets
- Empower wisely
Expedition to Excellence
- Socially Intelligent
- Be adaptable – means teach/Coach/ Guide. Teaching is how to do it. Coaching is you could have done this. Guiding is to provide flexibility.
- Empower & Remove Obstacles
- Trust Builder
- Risk Aware not Rsik Averse
- Big Picture
Characteristics of a Top Sales Manager
- Good Listener & Communicator
- Develops Talent
- Prioritizes well
- Drives Culture and collaboration.
- Listens first
- Integrity
- Competitive
- Negotiator
- Committed to helping others
- Builds relationships
- Empowering
- Don’t chastise
- Sales operations knowledge
- Empathy
- Selling Skills
- Analytical
- Fun
- Product Knowledge
- Energetic