Become a Better Sales Manager
If you want to become a better sales manager, you must first understand your success is now based upon the success of your team, not your individual ability to win opportunities, impress clients or close deals – the stuff that probably got you the promotion in the first place.
Your Success Depends Upon the Success of Your Team
As a sales manager, you are now in a leadership role in charge of leading a sales team. The only way you can be successful is if your sales team is successful. To become a better sales manager, you must leverage the strengths of each individual salesperson in a way that makes the team thrive by:
Lead Situationally, Not How You Like to Be Led
How Secondly, too many salespeople move into a management role mistakenly thinking they must lead every person the way they themselves would like to be led. In reality the situational leadership experts have it right, and nothing could be further from the truth. Great sales managers know each person on their team is different and, therefore, manage accordingly to each person’s unique situation.
Unfortunately, too many sales managers also struggle with when to be “hands on” or “hands off.” Many sales reps resent anything close to micromanaging and yet others need close supervision or they fall behind. Successful sales managers recognize that different individuals have different needs and adjust their sales management style to the needs of their team.
It’s a bit like what you first learned in consultative selling training except that instead of playing to your customer’s preferred working style, you play to your rep’s preferred working style.
3 Tips to Be a Better Sales Leader
Here are three tips that allow for the differing needs of the whole sales team:
1. Set Up Regular Sales Coaching Sessions
The goal for these sessions is to meet with each sales rep, one-on-one, to review their top one or two client accounts and discuss their most pressing goals, problems and needs. This is not about micromanaging. This is your opportunity to become a better sales manager by learning what strategic plans your rep has to grow these critical accounts and how you can most help them to succeed.
Most managers like to start with weekly 1×1’s and then more to bi-weekly once the team starts to norm and perform.
2. Use Data Effectively
As a sales manager, you should have access to relevant customer, financial, quota, satisfaction and sales process information that paints a clear picture of where each and every sales rep stands vis-a-vis their targets. Use the information to inform and coach your reps regarding where they should focus their energy and to spot gaps in their performance that need attention
3. Add Special Meetings When Necessary
There are times that call for unscheduled, all hands sales meetings…a new product launch, a bit customer win or loss, a reconfiguration of the company, or a shift from selling products to selling solutions. Do not be afraid to clearly communicate what you know, what you do not know and when you will be able to fill in any gaps.
The Bottom Line
The success of sales leaders is based upon the success of their sales team. Are you setting your team up for success?
To learn more about how to become a better sales manager, download The Truth About Sales Coaching and the Biggest Mistakes
How to Sell Value versus Price
7 Threats to a Positive Company Culture
Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.
Human Resources Business Partner
“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.”
VP Human Resources
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.
LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”
Beth A. Taylor
Vice President of Human Resources
I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.
Human Resource Manager
We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.
Vice President, Human Resources
For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!
Director, Organizational Excellence & Development
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.
Vice President, HR and IT
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.
The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.
Vice President, Information Technology
Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.
Senior Manager, HR Destiny Sales Region
LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!
Director of HR
LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.
Director of Human Resources
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
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.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.