The Secret Sauce to Being a Great Sales Manager

Managing a sales team is no easy feat. It requires a combination of skills, including effective communication, strategic thinking, and the ability to motivate and inspire others. But what truly makes a great sales manager?
Well, you're in luck because we have the secret sauce that will help you excel in your role!
Effective communication is key
First things first: As a sales manager, you must be able to communicate clearly and concisely with your team to ensure everyone is on the same page. Remember, communication is a two-way street, so be sure to listen as much as you talk.
Building a strong team
Another ingredient to the secret sauce is building a strong team. Hire individuals who not only have the necessary skills but also fit in with the company culture. Create a positive and collaborative environment that encourages everyone to work towards the same goal.
But it's not just about hiring the right people. You also need to provide ongoing training and development opportunities to ensure your team stays up-to-date with the latest trends and techniques in sales. This will not only benefit your team but also increase their confidence and overall success.
Own it, lead on
And let's not forget about accountability. A great sales manager holds their team accountable for their actions and performance, but also takes responsibility for their own actions as well. Don't be afraid to give constructive feedback and provide support when needed.
Keep the Feedback Flowing
Sales success hinges on feedback. Without regular input, sales reps can't accurately assess their performance.

Annual performance reviews aren't enough for salespeople. Monthly, structured reviews are necessary to keep them on track and motivated.

Many Sales Managers avoid regular reviews because they lack a formal process or fail to see their value. But these reviews aren't for the managers – they're for the sales reps.

Give credit where it's due, but also provide constructive criticism when necessary to help reps improve and succeed.
Be adaptable
The sales industry is constantly evolving, and you need to be able to keep up with the changes. This means being open to new technologies and strategies, and always looking for ways to improve your team's performance.
Lead by example
Your team members will look to you for guidance and inspiration, so it's important to model the behavior you want to see from them. Be passionate, hardworking, and dedicated – and your team will follow suit.
Don't play favorites: Equitable treatment for all
As humans, we naturally click with some more than others. But in a professional setting, avoid playing favorites and giving special treatment to those you click with.

Showing favoritism could lead to resentment and hurt team morale.
To keep things fair, ensure each team member gets equal time, support, and respect.

However, managing underperforming staff can be a time-consuming challenge that may take away from high performers.
Don't let tension derail your team's success
Sales managers often face the challenge of dealing with difficult star performers. Ignoring this issue can lead to disruptions within the team, especially if they are given preferential treatment.

When identified, it's essential to act quickly to minimize friction and prevent it from spreading. Sometimes, this may even require letting go of a talented but toxic team member to preserve your work culture and morale.

Ultimately, a positive team culture and values should be prioritized over short-term results. A great sales manager not only improves their own skills but also helps their team members reach their full potential, even if it means they move on to achieve their dream role elsewhere.

What's the secret sauce to being a great sales manager?
Selling, Leading, Succeeding
Managing sales is no cakewalk, and even top salespeople can struggle with managing their team.

But the truly great sales managers don't just sell products - they also lead, motivate, and support their team, even during tough times.

By inspiring your team to reach their full potential, you can not only help them succeed but also advance your own career.

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About the Author
 Hi, I'm Perry Papast, an award-winning B2B Sales Advisor, Coach and Mentor for Technology Businesses. With over 25 years of real industry sales experience, I have been helping business owners and salespeople to get amazing results in their first weeks while working with me.
You can find out more about what I'm doing here:
Perry Papast 2022. All rights reserved. Sydney Australia
Perry Papast 2022. All rights reserved. Sydney Australia