WHAT IT TAKES TO BE A
SALES MANAGER
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Being a Sales Manager is tough stuff. Sellers often view bosses as obstacles to their efforts. A Sales Manager’s job is reminiscent of a parent – trying to maintain control while yielding little bits of empowerment without necessarily providing justification. A good Manager can provide guidance, support and valuable lessons as our professional leader.
Unfortunately, Sales Managers frequently turn into a “Results Manager,” merely tracking what is generated, either rewarding or scolding the effort. It’s a shame because Sales Managers can actually drive business while training Sellers to be more effective.
Becoming a Sales Manager can be the result of a circuitous route. Or, it can be as simple as being the best Seller – kind of like the last man/woman standing. This may look good on paper but the skill-set for a Manager is very different from a Seller. They must be able to lead, guide, support, teach, cajole and nurture. Simply put, I believe the most important job is to make their Sellers better than he or she found them.
There are four (4) things a Sales Manager can do right now to make this happen:
1. Implement video-tape role-play in Sales meetings.
Sharpen the sales skills of your Sellers. Work on a different aspect of sales each week – cold-call, dormant account call, follow-up, asking for referrals, negotiation, etc. Video (or audio) tape this work and then review.
2. Establish Protocols.
Shorten the Seller’s learning curve by providing the best questions to ask when making sales calls. Expect these questions to be used and create an environment in which Sellers are encouraged to make improvements to the Protocols.
3. “Ride-Along” and “Sit-Beside.”
Ride with your Sellers – and don’t say anything during the sales call! Let them do the work. If it’s a telephone-based operation, sit beside them when they’re making phone calls. Better yet, audio-tape their end of the conversation (only) and then review.
4. Reach out to each Seller’s top ten (10) clients.
Show up and show you care. Ask how satisfied they are with the service being provided by your company and Seller. Ask what can be done better – and then do it.
Always be nice to your Sales Managers. They will take a hit for us. They support us in front of upper Management. They are a tremendous asset to us. There ought to be an “Appreciate My Sales Manager’s Day.”
What do you think?
Good Selling to you!
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