Top 7 Traits of Successful Sales Managers

The Pressure to Succeed
Wouldn’t it be valuable to know what truly sets successful sales managers apart? These leaders carry an enormous responsibility — motivating their teams to deliver measurable sales results while facing constant pressure from senior executives demanding performance and growth.

The Job of a Sales Manager
When we ask CEOs what they expect from their sales managers, their answers are strikingly consistent. They want leaders who combine the empathy and team-building skill of a Super Bowl–winning coach with the discipline and laser focus of a top military commander. It’s a rare and demanding role — part solution selling strategist, part motivator, part results-driver.

The most effective sales managers master this balance. They inspire, they execute, and they deliver. Their success deserves not just our respect, but our attention — because understanding their shared traits reveals what it truly takes to lead a high-performing sales team.

The Top Seven Traits of Successful Sales Managers
Based upon sales leadership simulation assessment data and feedback given to thousands of sales leaders who attend our sales management training program and business sales training workshops over the last thirty years, 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, plan and organize work, prioritize and qualify opportunities, 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 sales team members to adopt the skills, knowledge, 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.  They actively listen while communicating with energy and passion, often using stories, similes, and metaphors.
3. Effective Recruiters
   They build high performing sales teams by knowing and hiring for the sales competencies and beliefs required to succeed. They 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. Goal- and Customer-focused
   Good sales managers never lose sight of the desired outcomes. They understand customers and bring their needs to the forefront of business decision making.  They expect their team to do the same. Sales targets matter, and there are few good excuses for helping clients to succeed as long as the right support mechanisms are in place.
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 & Team Leaders
   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.

   They empower others while providing support without removing responsibility.  They actively develop others through feedback, challenging assignments, reflection, and suggestions.  They develop capable teams and continuously build organizational capabilities.

7. Accountable
   Experienced sales managers set ambitious goals and build appropriate pressure to accomplish them.  They understand how to hold themselves and their team members accountable to individual and collective goals that tie to the overall business strategy.  They set meaningful, fair, and proportionate rewards and consequences for achieving or missing targets.

   They ensure a clear line of sight where every member of the team knows exactly what role they play in achieving team objectives.

The Bottom Line
The job of a sales manager demands resilience, focus, and accountability. Those who master the balance between driving results and developing their people consistently deliver stronger performance, higher engagement, and lasting respect from their peers and executives alike.

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