Being an outstanding sales person and managing a sales team requires different sets of skills and attitudes altogether. Yet, many sales managers are not equipped with right tools to get better results from an otherwise talented sales team.
Hence, even when the Sales Manager puts in a lot of effort, the sales team’s results can still be dismal, because the Sales Manager is ill-equipped to:
? Implement a unified go-to-market strategy ? Handle sales people who lie to their managers ? Balance and/ or optimise the differing levels of sales people in the team ? Manage the “Super Stars” who do not give a damn about management ? Keep good sales people from leaving ? Hire the right people with the right mindsets for the job ? Instil responsibility and accountability in sales people ? Coach and mentor sales people effectively ? Provide sales forecasts accurately ? Battle price-wars effectively, etc.
While being a sales manager will require some level of leadership and management skills, the leadership and management skills needed by sales managers will be drastically different from other managers.
As a Sales Manager, you are responsible to get your team produce top notch sales results for you, and you will almost be totally appraised by the performance of your team.
Hence, what you need is a simple, structured way to allow to: 1. Hire the best; 2. Get them perform the best; 3. Make sure they stay; and 4. Produce long-term results for you