Scribd
Upload
77 views4 pages

SAM: Unit 1: Subtopic: Attributes of Good Sales Manager, Role of Sales Manager

1) The document discusses the key attributes and roles of an effective sales manager. It lists 10 important attributes for sales managers including passion, integrity, positive attitude, coaching skills, leadership by example, loyalty, availability, motivation, continuous learning, and strong communication and listening skills. 2) The role of a sales manager is to achieve sales targets and generate revenue. Key responsibilities include setting sales targets, devising sales strategies, generating new leads, promoting the brand, motivating the sales team, supervising performance, making major decisions, setting an example, and managing client relationships. 3) An effective sales manager delegates tasks to the sales team based on their strengths, maps out customers and opportunities, tracks results,

Uploaded by

Niketa Govind Khalkho
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
77 views4 pages

SAM: Unit 1: Subtopic: Attributes of Good Sales Manager, Role of Sales Manager

1) The document discusses the key attributes and roles of an effective sales manager. It lists 10 important attributes for sales managers including passion, integrity, positive attitude, coaching skills, leadership by example, loyalty, availability, motivation, continuous learning, and strong communication and listening skills. 2) The role of a sales manager is to achieve sales targets and generate revenue. Key responsibilities include setting sales targets, devising sales strategies, generating new leads, promoting the brand, motivating the sales team, supervising performance, making major decisions, setting an example, and managing client relationships. 3) An effective sales manager delegates tasks to the sales team based on their strengths, maps out customers and opportunities, tracks results,

Uploaded by

Niketa Govind Khalkho
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
You are on page 1/ 4

SAM: Unit 1: Subtopic: Attributes of good sales manager ,Role

of Sales Manager

Here are 10 attributes of a great sales manager:

1) Passion. This is also one of the top qualities of a master closer


and the only one that can’t be taught. Without a passion for the
home building industry, it’s impossible to lead and inspire a team,
Tarullo says.
2) Integrity. Combined with passion, these are the two most
important qualities for a sales manager. “They need that core,”
Tarullo says. “If they don’t have those, they shouldn’t be in sales
management.”
3) Positive attitude. It’s up to a builder’s leadership to put smiles
on the faces of the sales team and set the tone for the company.
4) Coaching. Seventy percent of a sales manager’s time should be
spent coaching, either in groups or one on one, Tarullo says. Any
sales manager who says the workload doesn’t allow that kind of
time with the staff needs to examine how the day is being spent and
ditch or delegate any activity that doesn’t affect lead generation or
conversion.
5) Leadership by example. “The sales manager should be out on
the sales floor with his people,” says Jim Capaldi, director of sales
for the Ventura division of Standard Pacific Homes and author of
The Ultimate New Home Sales Success Manual. “That’s where
you’re most productive. Lead by example, make them accountable,
push them, and get them out of their comfort zone.”
6) Loyalty. Sales managers need to go to bat for their sales team
members, says Debbie Dompke, sales manager for Chicago-
based Lexington Homes. “Let them know you’re on their side,” she
says. “When they know you’re sincere, it’s amazing the work ethic
you’ll get in return.”
7) Availability. Dallas-based sales trainer Bob Hafer says
paperwork has to be done, but it can’t be used as an excuse “to not
do the tough stuff.” It’s easier than dealing with people, to be sure,
he says, adding, “Administrative tasks never talk back to you.”
When he was a sales manager, he got to work at 7 a.m. and spent
two hours on paperwork before the phone started ringing. Then,
when the sales centers opened, he was available to work with his
sales teams in the field.
8) Motivation. This includes encouragement and recognition.
Dompke says she does this in “so many ways—contests, games,
dancing, singing, dressing up. You laugh together and play
together.”
9) Continuous learning. Doctors, accountants, attorneys, and
other professionals keep learning their whole lives in order to keep
their skills up to date. Sales managers need to do likewise. “When
you don’t grow,” Capaldi says, “you leave the door open for someone
else.”
10) Listening and communication. This is an underpinning for
most of the other qualities. You can’t be a good coach or motivator if
you’re not a good communicator; and you can’t continuously learn,
lead by example, or demonstrate loyalty without being a good
listener.

Role Of Sales Manager

A sales manager plays a key role in the success and failure of


an organization. He is the one who plays a pivotal role in
achieving the sales targets and eventually generates revenue
for the organization.
A sales manager must be very clear about his role in the
organization. He should know what he is supposed to do at the
workplace.

Let us understand the roles and responsibilities of a sales manager:

▪ A sales manager is responsible for meeting the sales


targets of the organization through effective planning and
budgeting.
▪ A sales manager can’t work alone. He needs the support of his
sales team where each one contributes in his best possible
way and works towards the goals and objectives of the
organization. He is the one who sets the targets for the sales
executives and other sales representatives. A sales manager
must ensure the targets are realistic and achievable.
▪ The duties must not be imposed on anyone, instead should be
delegated as per interests and specializations of the
individuals. A sales manager must understand who can
perform a particular task in the most effective way. It is his
role to extract the best out of each employee.
▪ A sales manager devises strategies and techniques
necessary for achieving the sales targets. He is the one who
decides the future course of action for his team members.
▪ It is the sales manager’s duty to map potential customers
and generate leads for the organization. He should look
forward to generating new opportunities for the organization.
▪ A sales manager is also responsible for brand promotion. He
must make the product popular amongst the consumers. A
banner at a wrong place is of no use. Canopies must be placed
at strategic locations; hoardings should be installed at
important places for the best results.
▪ Motivating team members is one of the most important
duties of a sales manager. He needs to make his team work as
a single unit working towards a common objective. He must
ensure team members don’t fight amongst themselves and
share cordial relationship with each other. Develop lucrative
incentive schemes and introduce monetary benefits to
encourage them to deliver their level best. Appreciate
whenever they do good work.
▪ It is the sales manager’s duty to ensure his team is delivering
desired results. Supervision is essential. Track their
performances. Make sure each one is living up to the
expectations of the organization. Ask them to submit a report
of what all they have done through out the week or month.
The performers must be encouraged while the non performers
must be dealt with utmost patience and care.
▪ He is the one who takes major decisions for his team. He
should act as a pillar of support for them and stand by their
side at the hours of crisis.
▪ A sales manager should set an example for his team members.
He should be a source of inspiration for his team members.
▪ A sales manager is responsible for not only selling but
also maintaining and improving relationships with the
client. Client relationship management is also his KRA.
▪ As a sales manager, one should maintain necessary data and
records for future reference.

You might also like