6 Qualities Make Sales Managers Great

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CROs and CEOs often ask me what separates great sales managers from good ones. I have led teams of sales managers and sales directors at Microsoft and elsewhere. The gap between good and great can have a big impact. Both good and great sales managers possess essential skills for leading teams. However, it is the nuances in approach, mindset, and execution that truly matter. Understanding these differences will help you identify what makes sales managers great. Six qualities stand out to me:

Inspire and Motivate Teams

Good sales managers handle the basics well. They provide clear direction, set achievable goals, and ensure their teams adhere to established strategies. They closely monitor their team's metrics and offer constructive feedback to improve performance. However, great sales managers go beyond these fundamentals.

Great sales managers ignite passion and enthusiasm within their teams. They understand that motivation is the key to achieving sustainable results. These managers are effective communicators who show genuine empathy and lead by example. They create an environment. In it, empowerment and accountability are not just concepts but lived realities. Their teams are inspired to go the extra mile, not because they have to, but because they want to.

These great managers also understand that motivation is not a one-size-fits-all solution. They take the time to get to know their team members. They understand what makes each "tick." This may be career advancement, personal growth, money, or a sense of accomplishment. Great sales managers can tap into these individual drivers. They can use them to tailor motivation for each team member. This ensures that everyone feels valued and driven to do their best.

Strategic Thinking Versus Tactical Execution

Good sales managers excel at managing day-to-day operations. They ensure that tasks are completed efficiently and targets are met. They are adept problem-solvers who can quickly adapt to changing circumstances. While these skills are important, great sales managers take it a step further.

Great sales managers think strategically, going beyond immediate needs. They transform not only their teams but also the broader organization. Their input spans product development, pricing, marketing, customer experience, and support. No topic is off-limits if it is an obstacle to achieving their goals. They are visionary leaders who steer their teams toward long-term success.

This strategy involves predicting market trends and shifts. They must understand the competition and position their team to use new opportunities. Great sales managers work closely with other teams and departments. They do this to align strategies and ensure a cohesive approach to meeting organizational goals. They are proactive, not reactive, in their planning and execution. They always think several steps ahead.

Coaching and Development

Good managers invest in training and skill development for their teams. They understand the importance of equipping their team members with the necessary tools to succeed. However, great sales managers see coaching as an ongoing journey rather than a one-time event.

Great sales managers invest much time in understanding each team member. They learn about their strengths, weaknesses, and career goals. They tailor their coaching sessions to meet individual needs, creating personalized growth opportunities. They create a culture of improvement. They encourage team members to always strive for better performance. This commitment to development helps build a strong, capable team ready to tackle any challenge.

In addition to training programs, great sales managers provide real-time feedback and support. They recognize teachable moments in daily life. They use these chances to help learning and growth. They also encourage peer coaching and knowledge sharing within the team. This creates a team where everyone learns from each other. This approach boosts one person's performance. It also strengthens the team.

Effective Communication

Effective communication is at the heart of successful sales management. Effective managers clearly communicate objectives and expectations. This ensures everyone is on the same page with strategies. However, great managers take communication to a higher level.

Great managers excel in the art of active listening. They value the input of their team members and seek diverse perspectives and insights. By fostering open dialogue, they create a culture of transparency, trust, and cohesion within the team. They have high emotional intelligence (EQ). It lets them connect with team members in a more meaningful way. This builds strong relationships and a united team spirit.

These managers also understand the importance of non-verbal communication. They are good at reading body language and other cues to gauge team morale and engagement. They use this knowledge to address issues early. They also keep a positive team environment. Great sales managers also ensure that they communicate consistently. They use many communication channels well. These include face-to-face meetings, virtual check-ins, and written updates. They use them to keep their team informed and aligned.

Embrace Innovation and Adaptability

In today's fast-paced business environment, agility is more important than ever. Good managers adhere to proven methodologies and best practices, ensuring stability and reliability. However, great managers view change as an opportunity for growth and innovation.

Great managers encourage their teams to experiment and stay ahead of industry trends. They see challenges as stepping stones to success and equip their teams to thrive amidst uncertainty. They embrace innovation. This fosters a dynamic environment. They value creativity and adaptability. This forward-thinking approach enables their teams to excel in an ever-evolving market.

These managers also value continuous learning. They encourage their team to stay updated with the latest industry tech. They invest in tools and resources that boost productivity and efficiency. They are not afraid to take calculated risks to drive innovation. Great sales managers create a culture. In this culture, failure is seen as a chance to learn, not a setback. This culture fosters resilience and a growth mindset in their teams.

AI Thought Leadership

AI presents a great chance to boost sales management. It can improve efficiency and effectiveness. Good managers recognize the potential of AI but tend to embrace it reactively. In contrast, great sales managers understand that AI is a game-changer.

Great sales managers actively seek out ways to integrate AI into their workflows. They recognize that AI can do repetitive tasks. It can analyze large datasets and offer valuable insights. This frees up their team's time for more strategic activities. They work with other departments. They work with other departments to improve workflows and use AI's full power. This maximizes productivity and performance.

These managers stay informed about the latest AI developments. They also explore new apps and tools that can enhance their team's abilities. Great sales managers also focus on training their teams to use AI tools well. They ensure that everyone is ready to use these technologies.

Wrap-up

The distinction between good and great sales managers lies in their approach, mindset, and execution. Good managers excel at essential tasks. Great managers inspire and motivate their teams. They adopt a strategic mindset and prioritize ongoing coaching and development. They communicate well, embrace innovation, and lead in AI thought leadership.

By having these six qualities, sales managers can boost their performance. They can also drive their teams and organizations to new heights of success. Developing these qualities turns good sales managers into great ones.

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