What makes a good sales manager is a question we hear all the time from CEO’s, Presidents and Owners.\u00a0 We have worked with hundreds of sales managers over the years\u00a0and each one\u00a0brings his or her own strengths and weaknesses.\u00a0 One variable that\u00a0is oftened\u00a0overlooked\u00a0is whether the corporate culture allows the sales manager to do the job for which he or she is being held accountable.<\/p>\n
Jonathan Farrington has a great quote<\/a> that not only answers the question of what makes a good sales manager, but is also\u00a0the foundation of the sales culture of any organization (emphasis mine):<\/p>\n The Sales Leader\u2019s role is one of catalyst<\/strong> \u2013 constantly helping their team to keep up with events, to change in the light of events and to succeed. . .<\/p><\/blockquote>\n If you not only hold your sales manager but your organization accountable to this statement, you will allow your sales manager to react proactively to the revenue goals of the company.\u00a0 This approach is far more aluable\u00a0than forcing them to be a firefighter (constantly having to put out fires).\u00a0 The post goes on to give 7 objectives that a sales manager should be thinking about with their team to achieve superior performance.\u00a0 They are simple, direct objectives, but they provide\u00a0a clear and concise picture of how your team is performing and where effort will need to be placed to achieve your goals.\u00a0 Here are the 7 objectives:<\/p>\n \u2022 Do you understand their motivators \u2013 what is driving them? What makes a good sales manager is a question we hear all the time from CEO’s, Presidents and Owners.\u00a0 We have worked with hundreds of sales managers over the years\u00a0and each one\u00a0brings his or her own strengths and weaknesses.\u00a0 One variable that\u00a0is oftened\u00a0overlooked\u00a0is whether the corporate culture allows the sales manager to do the job for which he or she is being held accountable. Jonathan Farrington has a great quote that not only answers the question of what makes a good sales manager, but is also\u00a0the foundation of the sales culture of any organization (emphasis mine): The Sales Leader\u2019s role is one of catalyst \u2013 constantly helping their team to… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[31,4],"tags":[624,760,1750,1136],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-tq","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1824"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1824"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1824\/revisions"}],"predecessor-version":[{"id":1834,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1824\/revisions\/1834"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1824"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1824"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1824"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\n\u2022 Do you have visibility of their numbers \u2013 year to date, forecast vs. required performance?
\n\u2022 Activity levels \u2013 are they working hard and smart enough?
\n\u2022 Engagement \u2013 are they talking to the right level in their prospects\/accounts?
\n\u2022 Messaging \u2013 are they capable of delivering an appropriate message at the right level?
\n\u2022 Qualification \u2013 are they only spending time on deals where they can compete and ultimately that they can win?
\n\u2022 Closing \u2013 are they constructing successful campaigns and closing business?<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"