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Loupe is the first all-in-one platform for sales managers. Get more productivity from your reps with data-driven management solutions.
Loupe understands the challenges facing companies that realize the importance of critical sales leadership qualities in their top sales management ranks. Your sales managers are tasked with not only implementing a corporate sales strategy, but they must also perform key sales leadership roles that trickle to the downstream sales force. A sales manager must be intimately aware of your target customer’s behaviors, then map an in-depth strategy that integrates that knowledge into the everyday workflow of your sales teams.
Your sales leader goals are to marry both buyer behavior and sales team workflows into a sales process that will create value for the company. In today’s extremely competitive business environment, the successful development of sales managers and the coaching of salespeople is critical to a company’s bottom line
What to Expect from Sales Leadership
Your sales leader expectations should be based on a number of sales leadership principles that build a great culture within your company, will help your reps close more deals, and creates value in line with your corporate brand, target customer, and the business community at large. The role of sales leadership requires both soft (people) skills and acting on key sales leadership principles:
- Emotional Intelligence to connect with both B2C and B2B opportunities
- Development of external relationships that can be leveraged when needed
- Performs both strategically (developing a vision) and tactically (making that vision a reality)
- Have a proven playbook on quality and quantity of sale performance from sales team members
- Keen insight into operational details, marketing budgets, and sales force recruiting
Companies that invest in the development of their sales managers will reap the downstream rewards of an effective sales force that strives to greater performance and more success. When you partner with Loupe, sales managers, salespeople, and coaches are held accountable to your sales process with one central platform for managing sales teams and allows leadership to quickly see where their team’s strengths and weaknesses exist and gives you the data you need to see the impact of performance on your win rate.
Sales Training Programs
Many companies make the mistake of promoting a top sales performer into a leadership position without the proper sales leadership training. Even when hiring experienced sales managers, it pays to require the completion of a current sales executive training program to make sure your corporate goals and sales leadership are aligned. When considering a sales training curriculum, make sure it includes the training of frontline managers to coach your sales teams for success.
Sales leadership training courses include online sales training for individuals, small teams, or corporations that may focus on winning more sales or extreme productivity. Other training choices include sales leadership training topics found on online training platforms like Udemy, EDX, or Lynda. These sites will feature sales leadership training PPT or modules for general sales development.
Many industry sectors will have their own sales training curriculum, specific to that industry and is also made available to the public. These include companies like 2st Century Real Estate, Shopify Ecommerce, and Ryerson Academy (metals industry sales).
Some companies may benefit from in-person sales leadership training courses that can be customized to fit the company’s industry and corporate culture. This is a great way to align sales training methods with your business strategies, goals, and industry challenges.
Best Sales Books
In recent years, there have been a number of great sales leadership books published to help companies that are struggling to manage their sales teams, including:
Sales Management. Simplified. by Mike Weinberg – discusses the actions and attitudes it takes to increase your sales team performance.
Coaching Salespeople into Sales Champions by Keith Rosen – puts the emphasis on sales coaching instead of sales teaching to achieve a long-term ROI
Sales Manager Survival Guide by David Brock – is a sales manager’s tactical book to survive while juggling metrics performance and shifts in the marketplace
The best sales management books 2019 should also cover the challenges of building sales teams in today’s ever-changing digital marketplace. Choose an author and text that will not only help your company maximize productivity and profits, but is also slated towards the way your business operates and your industry’s market sector – such as B2B sales versus B2C sales.
Also, consider the fastest way to get sales management knowledge into the hands of your sales leadership is through a download of a good sales management book pdf form. These sales management downloads are often free, such as Fundamentals of Sales Management for the Newly Appointed Sales Manager. This free text covers key concepts to start a successful career as a sales manager, including:
- Training, Coaching, and Counseling: When and How to Apply Each
- Recruiting, Interviewing, and Hiring the Very Best
- Sales Planning: Setting the Direction for the Sales Team
- Time Management, Territory Planning, and Sales Forecasting
Sales Manager Job Description
If you’re considering a career path that leads to the best sales leadership jobs, knowing what is expected from a sales manager will help you focus your education and skills development on those assets that hiring companies desire. The role of a sales manager includes many soft skills such as interpersonal communications, leadership and delegation, industry networking, along with recognizing and promoting employee talents.
Sales Lead Job Description
“Accomplishes marketing and sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities; improving product packaging; coordinating new product development.
Accomplishes marketing and sales objectives by planning, developing, implementing, and evaluating advertising, merchandising, and trade promotion programs; developing field sales action plans.”
A sales manager is an integral part of any company’s business development plan. As a sales manager, expect to research new market opportunities and implement sales plans to enter expanding territories – while also managing your sales staff. Because industries and technologies are constantly changing, a sales manager is responsible for keeping up-to-date on new and trending sales practices. Expect ongoing educational opportunities such as reading professional publications, gleaning information from your personal and business networks, and heavy participation in professional organizations.
Sales Management Simplified
A successful sales manager will develop strategic ways to simple his duties by delegating responsibilities and use productivity tools to help salespeople be more productive and close more deals. Consider Loupe, which is a sales manager platform that not only assists in sales leadership development, but also simplifies daily management tasks. Loupe helps your sales managers become proactive, taking the necessary steps to coach sales teams, improve sales forecasting accuracy, and make every sales rep accountable which will drive your strategic sales plans.
Consider studying the book, Sales Management Simplified pdf download by Mike Weinberg which is available as a free download. This guide simplifies sales leadership program principles and provides actionable goals to create a sales culture within your company that is effective and efficient. Discover how a one-size-fits-all talent deployment strategy is fatal to building high-producing sales teams, and how turning a blind eye to underperforming team members will do more damage to your sales environment than you realize.
Different Sales Leadership Styles
The key to a successful sales team may ultimately rest upon how well a sales manager leadership skills have been developed. There are a number of different ways your sales thought leadership can be used to gain the trust of B2B clients. It is vital to gain the trust and confidence of your customers – and that is accomplished by discovering which strategic sales leadership styles work best for you and your sales teams.
Sales Management Styles Defined
Managing Director Style – is somewhat autocratic and consists of mostly one-way communications from the top down. This style can be effective when you have confidence in your sales leadership and when management is privy to specific market situations.
The Selling Manager’s Style – is for sales managers that are proficient in persuading sales team to move in certain directions and convincing others that your strategies will bring positive results.
A Participating Sales Manager – implements the feedback, input, and opinions of the sales team members and encourages an open-door management style for the free exchange of a variety of ideas.
Delegating Sales Leaders – will empower the sales staff to develop greater skills and results, and will quickly promote those salespersons who demonstrate the ability to close deals with a minimum of supervision.
Top 10 Sales Competencies
And finally, the top sales leadership competencies you need to develop for a successful career as a sales manager include how you approach different sales scenarios and how well you can handle both your corporate clients and the sales employees working with you. Winning sales teams will have the ability to effectively close deals and generate new leads from existing relationships.
You should develop the 3 core enterprise sales competencies –
- Developing systems and processes that take a prospect to close
- People skills to get clients to trust you and your ability to meet their needs
- Sales management skills that can uncover and overcome bottleneck points
Not only do you need to be able to independently negotiate and persuade clients throughout the sales funnel, but you must also coach your sales teams on these same strategic skills. Assertiveness and proactive thinking are critical to your success both in the office and in the field.
Visit Loupe online to discover how this platform built specifically for frontline sales managers can help them connect the dots and identify key opportunities to be proactive and confidently coach every seller on your team to be a top performer.