Tip 2: The role of a sales manager.
It may sound like it’s easy to describe what a sales manager’s role is but so many get it so wrong.
Realistically, a sales manager should only concentrate on two areas:
- To manage their team to achieve TODAY’s goals
- To recruit, develop and nurture their team to achieve TOMORROW’S goals
It’s that simple.
Obviously, there are many ways to achieve both of these, from implementing software such as a CRM system or encouraging regular sales training, but the end goal is the same – achieving their targets.
Typically, to hit quota a sales manager should be doing the following:
- Understand the entire sales process: They don’t have to be the best salesperson, but they do need to understand processes and know where and when to make changes to ensure ongoing success.
- Be a coach: This is an important one as a sales manager is there to provide support and guidance to help the team achieve their target. A good sales manager is a team player.
- Know the numbers: A sales manager doesn’t need to know every last detail but keeping track of key metrics is essential, such as quantity sold, revenue, number of calls, pipeline progression and close rates.
- One-to-ones: Meet and discuss key metrics with team members regularly to drive necessary changes in behavior.
- 60/40 rule: As a general rule of thumb, sales managers should spend 60% of their time coaching and 40% on everything else.
- Provide the right tools: For any salesperson to flourish, the manager must provide them with the right tools for the job, such as contact databases, CRM, phones, laptops and sales enablement tools.