How to Be a Top Performing Sales Manager
Sales managers help drive the success of a business by leading sales teams. They may also be personally responsible for specific existing accounts or getting new accounts. According to U.S. News & World Report, “Sales managers hold one of the most high-profile positions in a company, and are charged with running an efficient and effective sales team — and ultimately, accomplishing sales objectives to boost the company’s bottom line.” Careful planning improves your chances of becoming a top performing sales manager.
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Instructions
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Obtain a position as a sales manager. Sales managers often have degrees in business, but others have degrees in fields as diverse as anthropology and neuroscience. Individuals with degrees in unusual fields may have an easier time discussing products with clients in those fields or explaining products to their sales representatives. Many employers prefer to hire sales managers with experience as a sales representative or manager.
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Learn what goals your company has set for you as a sales manager. Some positions grade employees on their ability to generate new leads or keep customers. Many positions combine these skills along with obtaining new sales and the ability of the entire sales team to meet their sales targets.
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Discuss your ambitions with company managers and executives. Tell them that you are committed to success and ask for their advice in your role. Volunteer to take on extra work if it is available.
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Develop your management skills. Jonathan Byrnes of the Massachusetts Institute of Technology states “most managers take for granted that their company has 'A' players, 'B' players, and 'C' players, particularly in their sales force, and that their company’s overall performance inevitably reflects this reality. In my experience, this assumption is almost always false.” Take the time to coach weaker performers. Teach them basic sales skills first and work with them to develop skills in the best practices that have worked for you and others.
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Develop solid relationships with your clients. Sales managers sometimes negotiate with difficult customers personally. Having a previously established relationship makes negotiations and conflict resolution easier.
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Talk to colleagues, managers, and executives about your team's successes. Bragging is generally counterproductive, but tactfully drawing attention to your team’s efforts helps you and your sales representatives.
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Tips & Warnings
When seeking management positions, be flexible when it comes to the industries you are willing to consider. Although an industry may seem unfamiliar, the skills needed as a sales manager are generally the same.
References
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