Top 7 Traits of Successful Sales Managers

a key to unlock the Traits of Successful Sales Managers

The Pressure to Succeed
Wouldn’t it be nice to know the traits of successful sales managers?  Sales managers have an awesome responsibility.  They must motivate their team to achieve very concrete sales targets and do so under the constant pressure of executives who are impatient with excuses and for whom failure is no option.

The Job of a Sales Manager
When we ask CEOs, they tell us they expect sales managers to blend the skills of an understanding and collaborative Super Bowl winning coach with the drive and absolute focus of a top military general.  Their role is a demanding one. The best leaders of solution selling teams deserve our respect and also our study so we can determine the common traits of successful sales managers.

The Top Seven Traits of Successful Sales Managers
Having been on all sides of solution selling for nearly thirty years—from newbie seller to team leader to CEO—we have developed a list of the top traits of successful sales managers.  The top performing sales managers are:

1. Strategic Thinkers
Sales managers need to do more than follow a sales plan. They need to be able to devise a clear and compelling go-to-market sales strategy that is fully aligned with where the business and the marketplace are headed. They need to think systemically, create a high performing team, ruthlessly prioritize and help their customers to succeed.

2. Great Communicators and Coaches
The best sales managers are able to set out clear expectations for their team and to coach individual team members to adopt the behaviors that win. They are available and ready to help when needed and they know how to adapt their own communication style to the styles of the individuals they coach.

3. Effective Recruiters
To build a high performing sales team, you need to know what sales competencies are required and what sales attitudes promote success. Sales managers don’t settle when they hire; they hire only those that fit their profile of “A” sales players.  They are patient and discriminating.  They do not accept second best.

4. Hyper-focused
Good sales managers never lose sight of the desired outcomes. They are ruthless in expecting their team to do the same. Sales targets matter and there are few good excuses for missing them.

5. Structured and Process-oriented
Great sales managers rely upon a proven sales methodology, sales process and sales system that work. It doesn’t need to be complicated. In fact, the simpler, the better. But the sales process should be accepted and followed by all on the team.  This promotes better cooperation, transparency and outcomes.

Managers of successful sales teams are not intimidated by data. They keep track of everything from sales activities to revenue and know what part of the process to tweak when results fall short.

6. Good Role Models
The best sales managers have “been there, done that.” They work hard and expect others to do the same.  They lead by example. As experienced role models, they earn the respect of their team.

7. Accountable
Experienced sales managers understand how to hold themselves and their team members accountable. There are individual and collective goals that tie to the overall business strategy.  There are consequences, both positive and negative, for reaching or failing to reach them.  Every member of the team should know exactly what role they play in achieving team objectives.

The Bottom Line
The job of a sales manager is not for the faint of heart.  But there’s the challenge.  If you can measure up, you have the opportunity to inspire your team, meet or exceed the revenue targets and gain the respect of the entire company.

Is your team struggling to meet targets?  Download The 4 Most Important Attributes to Look for When Sales Reps Miss Their Targets

Comments are closed.

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director of Human Resources

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

Mitch Mandich
CEO

Edify

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More