Sales Managers have a critical role in creating results in a business. They are the lever in the organization. That is the goal, anyway. Often, however, they have management meetings, or customer service issues, or maybe a sales quota themselves. When this happens, the urgent torpedoes their abilities. In a previous blog, we discussed that results only happen outside and it is easy to get derailed from that.
Sales Managers need to do 3 Things
The first thing a sales manager must do is have High Impact Meetings. These are important to equip, empower and encourage your sales team. As a team it gives all of them a chance to collaborate and identify best practices or even to spread good ideas that work. The goal is to “fire them up” and create a positive sales culture.
Secondly, they need a set time for individual meetings. This is a chance to go through the pipeline and see what deals need work and or support from the manager. The other purpose of one-on-ones is to role play and work on the sales skills of the salesperson.
The third thing a sales manager needs to do is on the job training or coaching. This could be doing cold-calling, or helping on a demo, or maybe support in closing a deal. The goal is to continually learn and grow from continual feedback.