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What do you consider to be the components of "sales management"?
I was just wondering what people think of when they hear sales management? What are the different components that you look for in a sales manager? What is included in their job description?
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4 Answers
Wow, Glenn. Loaded question. So much depends on company culture, C-suite expectations (i.e. how the company measures success), your industry, and the reputation of said industry.
To back out to 50,000 feet and look at it from a more global/universal perspective is tough, but here goes:
* Teacher/Coach - someone who doesn't play the game for me, but who has been there, done that, has the scars, and can help the team navigate the murky waters that sometimes define the sales world. Understands motivation vs. admonishment, and the necessary timing for doling them out.
* Accountability Partner - willing and able to ask the tough questions and hold their charge's feet to the fire when necessary; knows what success looks like, smells like, feels like, and can set the proper metrics in place to achieve it.
* Time Manager - sometimes for the entire team, and most definitely for themselves. Able to juggle and know/understand who's where, why, how often, and where they're going as well (see: Accountability Partner).
* Team Champion - an advocate in meetings for the sales team - doesn't let the marketing or finance guys run roughshod over the sales folks when things are a bit sideways, and also willing to share credit and/or praise the other groups for the support they provide (& to do so publicly).
Glenn,
Here is another take on the title/position of Sales Manager...
Think about this time of year (I love college football season). Star athletes view their coaches as trusted advisors; people who can see opportunities and then give instruction on how to best capitalize on those opportunities during the next "set of downs".
Just as the final score is a result of all the plays in a game, the end of the month sales figures are a result of the plays (selling activity) made during the month. The actual cure to low sales is increased activity with the right customers, at the right time, with the right solutions. Sales Managers are the people who stand back to observe and coach their team, helping them increase and improve their revenue producing activity. Think about the importance of "game film". Sales Managers (Coaches) watch game film when they review selling activity. They then measure performance against S.M.A.R.T. goals and coach their team to better make better plays while in the field.
Tough to summarize, but I feel Sales Managers are coaches, advocates, trusted advisors and leaders.
Best of Success!
Tom
Glenn –
The demand of a sales management role is relative to several variables. Therefore, there is no way this question can be answered intelligently without one knowing the context in which “sales management” is an issue.
Rattling off stock qualities of good sales management will not be helpful to you and is not something you need to address with this group… unless, of course, you are completely new to the world of management (which, as a CEO, hopefully you’re not).
So, what prompts you to ask the question? The answer to your question requires that you provide this information. Otherwise, you ask respondents to shoot in the dark – not the best way to approach finding a solution.
-Steve
esm4 | The Sales Standard
There are some very good answers to your question already posted but there is one trait I look for in a sales manager above all others. He or she must be capable of realizing when a salesperson has hit the wall emotionally, psychologically or intellectually and the ensuing lack of motivation, confidence or skill has become a deal breaker. They must then be willing and able to make one for the team.
I expect them to get up, go out and make the deal. Every salesperson sooner or later loses it during a sales cycle and for reasons known only to the gods of chance and mishap is unable to successfully complete a sale. That is when the sales manager needs to step up his game and become a partner to the successful rep in a temporary slump, example to the rookie and standard setter to the underperforming individual holding back the team.
Without this ability and the eager willingness to utilize it they might as well be sales coordinators or secretaries as managers.
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