A sales manager is one of the most valued roles in any organization. Without a successful sales manager, the company would lack revenue. In an article, sales managers are described as, “the conductors of a company’s revenue engine.” Therefore, to be effective in this role, there are a few key responsibilities. Our team has outlined what it takes to excel as a sales manager.
Demonstrate Leadership Skills
In many companies, there is a salesforce thats sole purpose is to drive revenue. This salesforce lies in the hand of the manager. Subsequently, the sales manager is responsible for maintaining this revenue stream. One way to do so, is to motivate and empower the team to perform at a high level. Create an environment where everyone wants to improve their skills and achieve goals.
Forecast and Set Sales Goals
Success as a sales manager lies in the ability to effectively forecast and predict goals. Once these predictions are made, enroll the team in how to achieve them. If a salesforce knows the ultimate, end goal, they will be more driven to work hard to achieve it. Although, this takes us back to our post on lead vs lag indicators. Setting an end goal is powerful for the team. However, setting those specific tasks that will lead to the end goal, is the real ticket to success! Be sure that all team members are clear on their individual tasks and the time in which they need to be completed.
Create Lead Funnels
In any business, to generate sales, you need leads. To generate leads, you need good systems. As markets and industries are constantly evolving, and as competition continues to rise, you need to get creative. Therefore, as a sales manager, your team looks to you to provide a lead generating system. Work with your team to see what is working and what is not. How are leads moving through the current system? Are you working with current prospects to re-engage them?
The role of a sales manager is no small task. It is a vital part of a successful organization and should be taken seriously. Make it a goal to improve upon your current goals and responsibilities within the role.
Within my real estate sales team, I have 4 individuals that function as sales managers (given our multi-location operation). I believe our sales managers have 5 areas of focus on a weekly basis, and we measure their performance in each one of these areas.
- Modeling – it is my expectation that our managers MODEL the behaviors expected of their respective sales teams. Want your sales team to take their jobs seriously? Take your job seriously. Want your team to hit the team standards? Hit your personal standards.
- Performance of Lead Generation Standards – if our team’s agents are honoring our team standards, then I commend our sales manager. If our agents are missing the standards, then it falls on the shoulders of the sales manager.
- Facilitation of “1 on 1” Meetings – our sales managers hold individual meetings with our sales agents each and every week. Anything less than 100% (attendance in meetings) is below par.
- Review of CRM Task Performance – our sales managers review their respective team’s “dashboards” within our CRM. They audit “past due” tasks, number of leads, etc. as well as seek opportunities (i.e. recognizing prospects that appear to be “heating up”)
- Kickoff Meeting – the sales manager is responsible for starting the team’s day. The primary metric of success? ENERGY. Yes, this is a subjective metric! But I believe the manager sets the tone and casts the vision on a daily basis, and the kickoff meeting should inspire his/her agents to win the day.
What do you think of these 5 tasks? Does your sales manager have tasks that differ from these? Drop me a line and let me know…I’d love to hear from you – Brian@metrixtraining.com