What makes a successful Sales Manager?

What makes a successful Sales Manager?

02 Mar 2017

How To Build A Successful Sales Funnel 

1) Review the sales pipeline

The sales pipeline is the lifeblood of any organization, providing the sales team with high-quality opportunities that they can work on and eventually close. When the pipeline dries up, you can reasonably expect your sales to experience a similar drought.

2) Look for areas where you can jump in and help the Sales Team

3) Observe the team in action

4) Coach your sales reps

A natural place to go to after observation is 1-on-1 sales coaching sessions with individual reps. Ideally, you should find time to meet with each rep at least once a week to work on one specific skill or area of weakness.

5) Meet with your marketing counterpart

Everyone knows how important sales and marketing alignment is, but few sales managers actually put their money where their mouths are start by Talking about what kind of campaigns marketing are running and what is needed to help the sales team promote the company's products and services.

6) Track progress against goals or KPI's

Goals are meaningless if you’re not actively tracking your team’s progress against those goals. For this daily habit, look at things on a more micro level. How is your outbound prospecting team doing against their weekly or monthly activity goals? Is the lead generation trajectory progressing as anticipated? And, of course, how are you doing against your sales quota? By regularly tracking progress against goals, you will never be caught unawares when you do fall short of hitting your goal, and will have plenty of opportunity to pull various levers to make up the shortfall.


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7) Forecast sales – has it changed recently?

You should always keep one eye on your sales forecast, looking ahead to see how you are projected to do this month or this quarter. Take note of if your forecast should change, either upward or downward.

8) Learn something new

Don’t let a day go by without learning something new. Even the best sales managers can find room to grow and learn. Contact Me 

9) Take a step back and take a deep breath

We know – being a sales manager is a very stressful job. There is always pressure to grow. Sometimes, the best thing that you can do for yourself every day is to just take a step back and take a deep breath. Appreciate all the great things you’ve done. Gain a better perspective on just what it is you’re trying to achieve. Relax, for just a minute. The moment of clarity you gain during this daily habit can pay off with invaluable dividends in the long run.

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Kieran Perry is a top business consultant and sales mentor offering business coaching and sales training to individuals and companies across the UK.

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