Sales Managers need to do 3 Fundamental Things

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.


  1. David Henderson on November 7, 2017 at 10:57 am

    Too simple. Thanks.

    • Robert Wuflestad on November 7, 2017 at 11:14 am

      Thanks for the comment David! I agree that they are simple, and yet often overlooked or merely pushed aside for the urgent. Hopefully, this is a reminder for those sales managers who aren’t doing them.