How to Be a

brilliantSales Manager

Based on

Geoffrey James’INC article

We’re going to explore

Twelveroles of successful sales

managers

Coach

Identifies the strengths and weaknesses of each individual on the sales team and expand

each individual's ability to contribute to the overall sales effort.

teacher

Helps sales team members to develop, not just their basic sales skills, but the business acumen required to understand larger

business issues.

mentor

Uses experience and perspective to guide the sales process, warn of potential problems and

provide tactical assistance in specific sales situations.

politician

Marshals the internal resources, both inside and outside the sales team, that will be required to ensure that each opportunity

proceeds apace.

communicator

Communicates clearly and consistently the needs of the sales team to other internal

organizations, so that they can better support sales efforts.

prioritizer

Ensures that the most important opportunities get priority so that the company can use its

limited resources wisely.

recruiter

Continuously searches out and interviews individuals who might become top

contributors to the sales efforts.

surgeon

Culls out non-performers so that they don't consume resources and bring the rest of the

team down to their level.

Fortune-teller

Balances historical data, wishful thinking, and gut feelings to create a sales forecast that

approximates future sales.

conductor

Coordinates sales and marketing messages so that, when customers listen to your firm, they

always hear the same tune.

Debriefer

Makes certain that the entire company learns from both wins and losses, so that effective behaviors are repeated and ineffective ones

are not.

Diplomat

Shares credit for both wins and losses among all contributing organizations, without creating

either heroes or scapegoats.

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Sincerely, SalesLoft.

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