What's The Role Of The Sales Manager?

There are four major issues that impact sales performance. They are:

1. The type, frequency and content of sales training.

2. The coaching and training ability of the sales manager.

3. The management style, attitudes and competence of the sales manager.

4. Communication style of the sales manager.

All of these are necessary for effective sales staff performance. The competence, attitudes and the management style of the sales manager, however, is the critical issue in this formula, because the sales manager can either sabotage or contribute to the other three. There are a number of concepts that must be included in this topic area regarding the sales management function. They are the sales manager’s:

1. Self-image 2. Sales experience 3. Relationship to senior management 4. Contribution to the overall sales – as well as – corporate culture 5. Willingness to support and go to bat for his or her salespeople 6. Ability to create an atmosphere of trust and respect 7. Ability to treat each salesperson as an individual and not ‘lump’ him into a group of sales performers

The key principle a sales manager must never forget is – you get the behavior you reward. If you want better margins; reward activity and success in that area. If you want new accounts, then the same rules apply. If you want more sales (numbers), again the same rules impact behavior.

One of the biggest mistakes poor sales managers make is that they fail to understand and integrate this simple, yet profound, concept into their management style and behavior.

Remember the role of sales manager is to manage…not do it, unless, of course, you are a personal producing manager.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of Sales Clubs Of America. He can be reached at tim@timconnor.com, 704-895-1230 or visit his websites at http://www.timconnor.com or http://www.SalesClubsOfAmerica.com

Don't Have a Sales Manager - Hire a Sales Training Consultant to Help Increase Sales!

Omnipresent Sales Forces

In the increasingly competitive business landscape, sales teams of business establishments have become indispensable features. From start ups to established big multi-national companies – every organization that sells products or services has a sales team. The size of the sales teams may vary from a one man army to battalions of sales people, but a sales department is a must for most companies and firms.

Role of Sales Managers

Usually a sales manager leads the team of sales people. This need not be true in all cases. With sales persons reporting directly to the vice-president or to the owner (in case of small firms) there are no sales managers in many organizations. However, a sales manager is expected to lead the sales team. He is supposed to be the friend, philosopher, and guide of the sales persons. Typically a sales manager monitors the progress of the individual sales persons and the team as well. Due to various reasons, ranging from personal to professional, performance of the sales team gets affected from time to time. The sales manager sorts out the professional issues and advises as a friend on personal ones. He also acts as a link between the sales staff and senior management.

Sales Training Consultants are not Mere Substitutes, They are Better

In the absence of a sales manager this vital role can be entrusted to sales training consultants. Sales training consultants are seasoned and skilled sales professionals that have sound market knowledge and profound insight in to human behavior as well. Their sales wisdom and information about the latest market trends come with diligent study and years of in field experience. Sales training consultants are adept at detecting flaws in the sales methodology of a business organization. They are equally skilled in zeroing in on causes of under- performance of the sales staff. They are part marketing experts and part psychologists that are respected for their capability to suggest remedies to increase sales. From motivating the sales staff to weeding out unproductive sales practices, these gurus of marketing are good at the entire gamut of sales related activities. These pros not only perform what sales managers can but they also do some more such as:

• Sales training consultants can present the much emphasized out-of-the-box thinking.

· They can develop better rapport with the sales staff by their friendly and easy manners. It has been observed that sales personnel trust sales training consultants and open up about their problems.

· They can call a spade a spade when it comes to honest analysis as they are not on the pay roll of the hiring firm. So, hire a sales training consultant to boost your sales with the use of tested and proven methods.

Doug Dvorak is the CEO of DMG Inc., a worldwide organization that assists clients with productivity training, corporate humor and workshops, as well as other aspects of sales and marketing management. Mr. Dvorak's clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations and service businesses. Mr. Dvorak has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. http://www.dougdvorak.com

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