Elements of Successful Sales Management

In the world of sales management it is believed that people leave managers, not companies. Though a customer may be attracted to your company initially and begin business with you, the reason for leaving almost always comes down to the overseeing manager. Because of this, a top priority for organizations should be the training and continuous development of their managers through programs that cover everything from coaching skills to financial understanding of the company. Managers should be setting a positive example for the people around them and be putting critical focus on helping to move those people onward and upward. By doing this, the people below you will know you’re interested in their well-being and advancement, which makes everyone more happy.

As a salesperson you “own” the customer, but as a manager you “own” the salesperson. The role of the manager is to transform this ownership concept in a way that insures people don’t turn over. When you’re a salesperson your day is made up of producing revenue and meeting quota. There are a lot of ways in which you are evaluated, most of which are financially driven. The manager’s role is important because it’s about more than earning that dollar, it’s about having the skills necessary to lead the other team members effectively and genuinely. Salespeople can tell when someone cares about them and wants them to be successful, and if they don’t feel their managers do the results can be very negative. The most important thing to do as a salesperson is give your leaders feedback quickly and constructively, so they can then self-assess and hopefully make changes to improve the conditions for the entire team.

When a sales manager isn’t doing their job successfully it’s important for the higher up managers to not see it as a failure right off the bat. Maybe it’s about fit; they could be a great performer but just not in that particular job. It’s good to then put focus into finding the best fit for that individual. Perhaps not as a manager but a lateral position where they can be successful and contribute positively to the organization’s performance. However, sometimes it is a failure and in that case it’s important to remain positive. Remember, people who are successful often fail more because they try more!

When hiring a sales manager it’s important to hire someone you believe will create a better customer experience. Looking at the skills surrounding customer service (active listening, responding, empathy etc.) and testing for them before hiring is key. They have to be problem solvers and be able to serve customers in a mutually beneficial way. Managers have to be able to find balance between both sales and service: people don’t just want to be sold something, they want to be serviced throughout their entire working life with your organization.