I recently participated in a great online conversation in which the question was posed,
"what makes a great sales manager"
I am re printing my posts below
From a thread in the group " Car Dealer" found at www.Linkedin.com
The qualities that make good sales manager are the same qualities that make any sales leader great,
1. Loyalty - To the team and the company
2. Uncompromising integrity - He is an example to be followed
3. A Positive Attitude - He not only presents the attitude but insists on it from the team
4. A sense of the deal- he has to see the opportunity , and the path to capture the sale
5. A coaching Spirit - He is the front line coach
6. A Teachable Person- The best of the best know they are still learning every day
7. An encourager - he is the guy to go to when times are hard
8. An out pouring nature - he gives of himself
9. The sales person's back up Plan - he is always ready for the T/O , goes in when all else fails, comes through when the game is on the line
10. He is profit minded - A great Sales manager understands that he is not just managing people but also deals, He sets a pattern of profitibility and stays the course
11. He is a respectable public "face" of the company, of good reputation and character
12. He is the right arm of the GM or dealer principle - willing to stand in the gap and lead the organization as a whole when needed
On the topic of assessment, The bar is and has always been, RESULTS.
I dont think a long standing record of results is available to a manager who lacks the personal qualities that make a good leader. he will experience short term success but no longegivity in his accomplishments.
I respectfully disagree that reputation is key, I have found some very talented leaders that were working in small venues, and really had no audience for their accomplishment. They were just as qualified as the Leaders that were well known in major markets, and frankly showed more humility.
Although I have to state that a good reputation will follow good work even if it isnt wide spread across a Market.
As to the new manager, I say look for leadership qualities in their current role. They may not in fact be the top salesperson, But they will always be a leader, A systems follower, a cheer leader for the team as a whole, and exhibit a passion and work ethic above their peers.
In terms of his tool box
1. He or She needs to be an accomplished, tenacious closer - no compromise here, They must be able to get it done
2. Must be able to "see" the deal - I know this is a vague statement but it is an intuition that tells the manager there is a deal here even when a salesperson is giving up
3. They must be able to Train with commitment - DAILY meetings are not social hours they are for generating winning teams
4. They must be a goal setter - no fluff here, clear- concise -attainable , MEASUREABLE goals
5. They must be able to manage a MERIT BASED sales program, rewarding those that reward the organization
6. They cannot have a history of socialization with their reports - this is very important in a new manager
If you currently are not a memebr of http://www.linkedin.com/ I strongly suggest that you join. I have found it to be a valuable resource for me in my day to day challenges
sell like your living depends on it
Donnie
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