In our 30 years of working with Sales Managers we have encountered some of the best and worst examples! We thought it would be useful to provide some Insight into the qualities of great Sales Managers for anyone who aspires to become one. If that is you, you might be interested to visit our job page.

Introduction

Sales management is a specific form of leadership focused on motivating a team to achieve defined sales goals. It involves setting clear objectives, providing inspiration and guidance, and monitoring progress. Successful Sales Managers possess strong communication and problem-solving skills, as well as an understanding of marketing and customer relationships. Most importantly, they will be able to lead by example. You need to be able to walk your talk as a Sales Manager!

What is Sales Management?

Sales Management is the ability to motivate and direct a sales team to optimally reach its defined objectives. It is a creative and inspiring way of leading a team to success, which involves focusing on customer satisfaction, employee engagement, and a positive company culture. Sales leaders are responsible for setting and communicating objectives, providing feedback, coaching and maintaining high performance standards for the team.

Benefits of great Sales Management

Improved Sales Performance
Sales leaders are responsible for inspiring and motivating their teams to reach their sales goals. They provide guidance and direction and foster an atmosphere of collaboration and accountability. Done properly, this will lead to improved sales performance, with better results. What gets measured gets done!

Enhanced Customer Service
Through effective hands-on coaching and providing the right resources, sales leaders can help team members deliver excellent customer service. This will result in improved customer satisfaction, retention and, in turn, higher sales results.

Improved Employee Retention

When you have a team of motivated and engaged employees, they are more likely to stay with the company in the long run. This has the benefit of reducing turnover costs and providing a steady source of reliable talent.

Steps for Harnessing the Power of Sales Leadership

Establish Clear Goals

The first step is to establish clear and measurable goals. The goals should be aligned with the company’s mission and objectives and should be communicated clearly to the sales team.  To ensure success, you should also identify your ideal customer and your target market.

Communicate Effectively
Effective communication is essential to sales leadership. The sales Manager should use clear and concise language when communicating with team members and should always be open to hearing any feedback or suggestions from the team.

Encourage Collaboration
Fostering a team spirit is essential for successful sales leadership. Encouraging collaboration among team members helps to create a sense of unity and raises productivity levels.  Sales Managers should also promote open communication and encourage team members to share information and ideas. Celebrating success is also an important way to motivate the team and keep morale high.

Lead By Example
The Sales manager must demonstrate the right behaviour and appropriate decision-making. This includes setting an example of dedication and hard work, as well as being a role model for team members. Showing commitment to the team and the goals is an important part of successful sales leadership.

Provide Support

Finally, Sales Managers should be available to their teams and provide ongoing support and coaching. Provide clear and constructive feedback and be sure to offer recognition when achievements are made.  Having a supportive and encouraging team atmosphere is important for successful sales leadership.

When team members feel appreciated and supported, they are motivated to perform at their highest potential.

Conclusion

Our experience is that great Sales Managers find it easier to recruit and retain high performing sales people. They want to coach their team members to be the best they can be and encourage them to strive to reach their career goals even if this means that they will eventually move on. Conversely, this attitude tends to make people stay. Sales people tend to be motivated by success, recognition and financial reward. Great Sales Managers recognise this and celebrate all successes, remember to say Thank You and ensure that targets are realistic in order that financial rewards come to those who deserve them. If you are looking for a new role as a Sales Manager or new people to join your team please Contact Us to take the next step.