Any organization that sells products, ideas or services to customers has to maintain a sales team in order to efficiently deal with the selling process. A sales team may be full of individuals who are all outstanding at their work, but in the absence of good management it is possible that they may not produce the expected results. On the other hand, a well-managed team mainly consisting of average performers may deliver more than required. This is why the sales head jobs or manager is vital to a firm or organization.
There is a common notion that an excellent salesperson should make a good sales manager. But just li ke a good sportsman may not always make a great coach, a successful sales representative may not be able to manage well. Before getting into the traits required to become a successful manager, it is important to know what you need in order to reach there.
Some of the key skills required to apply for the post a sales head are:
Education – A bachelor’s degree in marketing, business administration or public relations is required.
Experience – Having a good amount of experience, about 3-5 years, in sales is an important prerequisite for applying as a sales manager. This helps build your confidence as you will have a fair idea of what role demands from you.
Public speaking skills – This is an absolute must for becoming a sales manager. Public speaking is an ability that you must pick up right from your college days.
Special courses – While working in sales, it is good to take up courses specific to different aspects of sales such as management and promotion techniques. These will prepare you well for sales head jobs.
The job of sales manager gives an individual power over a large number of people; however, it also brings a lot of responsibilities along with it.
A few key responsibilities of a sales head / manager are as follows:
- Ensure that the sales targets of the organization are met
- Delegate tasks according to individual abilities of team members
- Design comprehensive strategies to help achieve sales targets
- Providing necessary motivation to the team so that they can produce the desired results
- Building and maintaining consistent relationships with clients
- Devising and implementing effective brand promotion methods
What we have discussed so far is path towards becoming a sales manager and what you will be expected to do once you get there. However, just knowing all of this does not make anyone a good sales manager. There are some important factors that can contribute towards gaining success as a sales manager.
Providing Realistic Goals and Setting Priorities
Goal setting is one of the primary job objectives of a sales manager. It is necessary that the team is provided with goals that are realistic and achievable within the timescales given. An adept sales manager should also be able to prioritize well; he needs to decide which task is more important and must be finished before others.
 Devising a Strategy to Achieve Targets
Once the goals have been set, it is also part of the manager’s role to establish a plan to ensure that goals are met. The plans or strategies should be flexible across different scenarios.
Building Trust within Team Members
Earning the trust of team members is the most difficult aspect of managing a team. The best ways to gain trust are maintaining transparency, being fair to all, creating opportunities out of mistakes, being realistic and considerate and most importantly being decisive. If a sales manager can win the trust of his team, the job is half done.
Sharing Credit
A good sales manager is one who does not take sole credit for an achievement but believes in sharing it with his team. This kind of behavior immediately escalates him in the eyes of the team members.
There is a common notion that an excellent salesperson should make a good sales manager. But just li ke a good sportsman may not always make a great coach, a successful sales representative may not be able to manage well. Before getting into the traits required to become a successful manager, it is important to know what you need in order to reach there.
Some of the key skills required to apply for the post a sales head are:
Education – A bachelor’s degree in marketing, business administration or public relations is required.
Experience – Having a good amount of experience, about 3-5 years, in sales is an important prerequisite for applying as a sales manager. This helps build your confidence as you will have a fair idea of what role demands from you.
Public speaking skills – This is an absolute must for becoming a sales manager. Public speaking is an ability that you must pick up right from your college days.
Special courses – While working in sales, it is good to take up courses specific to different aspects of sales such as management and promotion techniques. These will prepare you well for sales head jobs.
The job of sales manager gives an individual power over a large number of people; however, it also brings a lot of responsibilities along with it.
A few key responsibilities of a sales head / manager are as follows:
- Ensure that the sales targets of the organization are met
- Delegate tasks according to individual abilities of team members
- Design comprehensive strategies to help achieve sales targets
- Providing necessary motivation to the team so that they can produce the desired results
- Building and maintaining consistent relationships with clients
- Devising and implementing effective brand promotion methods
What we have discussed so far is path towards becoming a sales manager and what you will be expected to do once you get there. However, just knowing all of this does not make anyone a good sales manager. There are some important factors that can contribute towards gaining success as a sales manager.
Providing Realistic Goals and Setting Priorities
Goal setting is one of the primary job objectives of a sales manager. It is necessary that the team is provided with goals that are realistic and achievable within the timescales given. An adept sales manager should also be able to prioritize well; he needs to decide which task is more important and must be finished before others.
Devising a Strategy to Achieve Targets
Once the goals have been set, it is also part of the manager’s role to establish a plan to ensure that goals are met. The plans or strategies should be flexible across different scenarios.
Building Trust within Team Members
Earning the trust of team members is the most difficult aspect of managing a team. The best ways to gain trust are maintaining transparency, being fair to all, creating opportunities out of mistakes, being realistic and considerate and most importantly being decisive. If a sales manager can win the trust of his team, the job is half done.
Sharing Credit
A good sales manager is one who does not take sole credit for an achievement but believes in sharing it with his team. This kind of behavior immediately escalates him in the eyes of the team members.
Accepting Responsibility
A successful sales manager accepts responsibility for any mistakes that may have happened at his end instead of trying to cover them up.
Coaching and Motivating Staff
A good sales manager takes out time to identify the strengths and weaknesses of individual team members and works on methods to coach them where required. He or she also comes out with ideas to help motivate the staff to perform well.
Despite all the challenges and hardships faced by sales managers, it remains one of the most coveted jobs across the globe. If you are into sales and feel you have the qualities to gain success as a manager, this could be an ideal time to give it a shot.
A successful sales manager accepts responsibility for any mistakes that may have happened at his end instead of trying to cover them up.
Coaching and Motivating Staff
A good sales manager takes out time to identify the strengths and weaknesses of individual team members and works on methods to coach them where required. He or she also comes out with ideas to help motivate the staff to perform well.
Despite all the challenges and hardships faced by sales managers, it remains one of the most coveted jobs across the globe. If you are into sales and feel you have the qualities to gain success as a manager, this could be an ideal time to give it a shot.