Sales managers have to attend a lot of them. All rights reserved. Sales can be a little unpredictable because the business depends on the economy and the way people and companies spend. They create a focused plan for improvement, stretch their team members outside of their comfort zones, and give them new approaches and strategies to try. If sales people aren’t given timely and actionable feedback, they’ll stop working so hard. It is possible to develop the qualities good managers possess. 1. Qualities of a Sales Manager: A sales manager must have requisite qualities of managerial and administrative capacity. So it's important that a manager have a sense of optimism and humor. Possession of knowledge, Possession of skill and; Possession of attitudes. One of the qualities of a great manager is knowing how to convey the mission to others, and proposing a clear way of thinking that can orient everybody’s work. All of these are very important if you're going to be a manager of any kind, especially a sales manager. 3. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. SHRM found that employers care more about soft skills such as active listening, communication, and flexibility than they do technical abilities. Everyone knows who they are by the way they carry themselves, the way the act, and the way they treat others. Beneath the flexibility and versatility is an ability to be both non-reactive and not attached to how things have to be. But certain characteristics can be detrimental to a manager role, hurt overall employee morale, and decrease performance. There are many different degrees offered for managers, including a bachelor’s degree in business or a master’s degree in leadership or project management. If you develop these 10 qualities, you’ll drive business results while earning the trust and respect of your sales team. Being a master of change is one of the most important characteristics of a successful sales manager today. Many top salespeople prefer to work alone. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family. A great sales manager gets to know their team, and that personal relationship helps them lead from a position of strength. Learn How to Cope With Bad Sales Managers, Tips for Managers on Giving Sales Performance Reviews, Top Job Interview Questions for Insurance Salespeople, 6 Steps to a Sales Compensation Program That Works, Things to Consider Before You Become a Sales Manager, 4 Ideas for Your Team's Sales Management Success, Best Answers for What is Your Greatest Weakness With Examples, Know How to Resolve an Unrealistic and Impossible Sales Quota, Top 10 Best Jobs for Communication Majors. 5. A sales manager must understand who can perform a particular task in the most effective way. Versatility implies an openness - this openness allows the leader to quickly change on a dime when necessary. They understand that ongoing training, coaching, and development is a must and that sales training is a continual investment. Claire has 4+ years of experience in sales and recruitment. Though success of managers depends on their own characteristics as well as on the contextual variables which affect their working as discussed earlier, managers having characteristics of quality managers tend to be successful even in … That means communicating with each team member effectively in a way they'll understand. This means keeping tabs of employee numbers, quotas and any other developments — and being able to predict whether these may need to change going forward. Successful sales managers stay humble. Wendy Connick is a former expert for The Balance Careers. Quality managers are those who continuously strive for success and ultimately achieve it. This is a key quality in a leader — someone who can see the bright side even when things may start to look a little murky. What Is Customer Relationship Management (CRM)? After all, not everyone is created equally. Top sales managers are more likely than average sales managers to be: High achieving, ambitious, and results-oriented; Innovative, generating original solutions and lots of ideas The duties must not be imposed on anyone, instead should be delegated as per interests and specializations of the individuals. But the best sales managers make time for their team members and are available when needed. Top 10 Characteristics of Quality Managers. Learn How to Be a Successful Sales Manager, Learn Effective Sales Management Techniques to Keep Your Team Happy. It is the duty of the Sales Manager to select salesmen. Other sources state that hard skills are useless without soft skills. It is his role to extract the best out of each employee. A happy and engaged salesforce will be more effective, efficient, and productive. A sales manager who can't plan well can end up torpedoing his own team. The most successful sales managers (or managers in general) are those who don’t even have to introduce themselves as the boss. Think you have what it takes to manage a sales team? To be a great sales manager, you need to possess a set of good sales manager qualities and skills such as: 1. All employees need a pat on the back sometimes in order to stay motivated. Has a seat at the table to help craft the vision 2. The sales manager’s role in the sales department cannot be understated. Here are 10 attributes of a great sales manager: 1) Passion. Not everyone is cut out to manage a sales team. And I must emphasize the word clearly! And this respect can only exist if there is trust. Not only do you have to work with your team, you will also be expected to report back to upper management on a regular basis. Toronto, ON If a salesperson fails to make his sales, he might blame the economy or bad luck, but he can't blame his own team. The way people buy has changed. The ability to improve the people around you is a highly desirable skill that companies want in their sales managers. Great sales managers help organizations exceed their goals, not just meet them. Sales managers are also often responsible for setting quotas, drawing up sales plans and forecasting — which requires plenty of analytical thinking. Therefore, selection must be made carefully. But sales managers have to juggle the whole team's needs. Great sales managers need a wide variety of skills to ensure their teams are successful. Have Strong Sales Leadership/ Sales Management Function • Leader • Business manager • Coach • Recruiter • Trainer 16. Sales managers perform various duties such as selling a company’s products, recruiting sales representatives, setting sales targets, client feedback, monitoring achievements, and analyzing sales data. Research theorizes that of all the qualities of a good manager, soft skills are king. She worked in sales for more than 15 years and is an enrolled agent for tax preparation. Their personal characteristics—in particular, leadership qualities— of the sales manager are probably the most important motivator. Communication: Just like any other profession, communicating with the team is extremely vital. Of course, everyone has to start somewhere with any new skill, but jumping into sales management without management experience makes the transition much, much harder. He must be able to take his team to the next level and successfully overcome challenges, no matter what they are. The most successful sales managers never stop trying to improve their sales teams. Let's face it, no one likes a stick in the mud — especially if it's someone who's higher up. They won’t see the point if no one notices. To understand the concept of sales management clearly, we must go through its following characteristics: 1. Systematic Approach: It is an organized way of handling the sales function of the company where ev… One of the most difficult tasks a manager has is to prepare their sales people for the constantly changing marketplace. Sales Leadership Qualities #2 Feedback One of the fundamental skills of any sales leader is to provide feedback (both good and bad). They should be someone who is respected and … He must be able to coach. This can be a real problem when several salespeople need help at once. The best managers understand that morale is important to sales results. Having vision is one thing, but it is another altogether to be able to convey it.After all, it is useless if it can’t be clearly understood. Top 10 Characteristics of a Successful Sales Management Function 1. It’s much easier to pull your team along with you than to push them. During meetings with salespeople, the sales manager is responsible for coordinating things and making sure the meeting is productive. So if things end up becoming a little slow, you'll want to know your manager will help prop you up with a positive attitude instead of bringing you down. Three Sales Manager Characteristics to Avoid. So it's important that a manager have a sense of optimism and humor. Possession of Knowledge Few salespeople have any experience with management. The qualities required may be divided into three broad categories as follows. The ability to help sales reps grow and keep them motivated and engaged is a key success factor for sales managers. Conflicts will obviously arise, but because the management took the time to develop a personal relationship with everyone involved, the conflicts can be handled in a fair and impartial manner. Creating healthy competition, using sales incentives, and building sales contests can all boost morale, and in turn, sales performance. To be a successful man in the field of sales, it is necessary that he should have the following qualities: 1. By leading by example, always being good to their word, being honest, and being genuine, sales people can gain the trust and respect of their team members. They must be ready to abandon everything they know and adapt to a new normal. This is a key quality in a leader — someone who can see the bright side even when things may start to look a little murky. This is also one of the top qualities of a master closer and the only one that can’t be taught. Functions of a Sales Manager 5 There are two activities that a person getting promoted as a Sales Manager needs to be aware of: Adapting – This is the first step a Sales Manager needs to properly undergo. Not only does it help managers coach their sales reps and increase sales productivity, but it’s also an opportunity for … You can also get a certificate in project management, entrepreneurship, ethics, or human resource management. But sales management requires you to work closely with other people all day long. They take the time required to develop their reps’ skills and work on their weaknesses. If the team doesn't like or accept management's policies, there will be serious trouble, and it's up to the sales manager to keep that from happening. Sales can be a little unpredictable because the business depends on the economy and the way people and companies spend. Suite 600 Without a … Salesman is the important corner-stone upon which sales organisation is built. Here's another reason why they come in handy for a sales manager. Flexibility and versatility are valuable qualities in a manager. So before you consider pursuing a sales management career, ask yourself whether you possess the following attributes. A salesperson who is strong in other sales management skills will have a better chance than one who is already struggling in other areas. The manager must be able to lead a team of sales people with vastly different selling styles and personality types. They must be able to lead their sales team into a successful future by navigating and adapting to uncontrollable and unpredictable changes in economics, technology, and finances. Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Unlike most salespeople who spend lots of time out of the office and visiting prospects, sales managers spend the vast majority of their time inside the office. There may be occasional offsite meetings or ride-alongs, but for the most part, a sales manager has to be in his office where he can be easily reached by his sales team. The sales manager is the link between an organization and its clients, offering advice, answering queries, and introducing new products. A manager should have certain traits such as: The first task is to lead your subordinates. Ironically, (this isn’t easy to admit) I’m not a great sales manager. They prefer the independent feeling of being on the phone or out on the road pursuing their own prospects. The sales manager must be respected by their team of sales people in order to be effective. Success or failure of the firm depends upon the type of salesman selected. Salespeople are responsible for their own quotas. Qualities of a Successful Sales Manager. gain the trust and respect of their team members, 7 Qualities to Look for When Hiring a Sales Recruiter, 6 Strategies to Ensure You Are Sourcing Sales Candidates Diversely, 5 Ways to Find Top Salespeople In Today’s Environment. They don’t micromanage, but they do make it a point to be available and involved. A manager that isn’t adept at communication won’t be able to offer guidance or feedback, to train, or to coach. Any time there's a change in the compensation plan, a new product or a territory revision, the sales manager has to explain it to the sales team. But just explaining is not enough — and here is where that experience as a sales person comes in handy. They advocate individual growth. Great sales managers understand that sales people don’t pay attention to what they say, but judge them by what they do. A happy and engaged salesforce will be more effective, efficient, and productive. Another part of this equation is the ability to look into the future. He has to essentially sell them on the changes. Sales managers, on the other hand, believe that their knowledge base along with effective utilization of communication, listening, human relations, and organization skills allow them to be more of a “participant” in the sales process, thus strengthening their position as an effective sales manager. You can complete a management program to learn some of the necessary characteristics, and you can also develop many desirable qualities on your own. A salesperson is responsible for his own quota and accounts. Most of the hiring managers look for the best of marketing skills in an interview, while recruiting a candidate. He must be able to motivate and encourage. If you hate sales meetings, guess what? As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. Experience as a manager is a must but so is knowledge. Also if you really are aspiring to become a successful marketing executive, there are a few important qualities that you need to possess. As you prepare for a job in management, keep in mind these 25 qualities and characteristics of a good manager: Personal Characteristics Open and honest exchanges between sales managers and sales reps can create strong and trusting relationships. One of a sales manager's most important tasks is conveying information from upper management to the sales team. Organization They are always there to answer questions and to help their reps overcome particularly tough challenges. In this post, I’m going to tell you how to be a great sales manager. The best managers understand that morale is important to sales results. Effective communication helps to bridge the gap between a sales manager and his clients and also with his team members. In order to succeed, he'll need to be able to motivate his team, and be able both challenge and inspire those around him. What makes a good sales manager great? Just as importantly, they need consequences for goals missed, or sales productivity will decline. 2. Sales managers are busy with paperwork, with administrative tasks, and with strategy. This is a difficult feat. With other departments and upper management, the sales manager has to represent his sales team. Sales managers are critical in building enthusiasm and motivating sales people to succeed. Here are three things to avoid when hiring sales managers… The qualities of what makes a good manager vary greatly depending on the organization, its strategy, the manager’s specific objectives, and even the team they will be managing. 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