We have often heard even in the in easy to use CRM business this popular saying that the skills needed to make someone a star salesperson is never guaranteed to make the same person an effective and efficient sales manager with outstanding sales team management skills.Spending on software as a service (SaaS) will reach approximately $42 billion and represent 75% of total customer relationship management (CRM) software spend by 2020 - SuperOffice Click To Tweet
In a gist here are the most important traits every sales manager needs, of which we shall detail in the article below:
• The right aptitude to coach salespeople
• The right skills to motivate salespeople
• The capability to hold salespeople accountable
• Talent to recruit new people in sales
• Skills for managing the sales pipeline
• The skills needed for building relationships
• Sales process skills
• Sales closing skills
• Easy to use CRM using skills
• Skills needed for social selling
• Ability to control emotions
• Ability to not need approval
• Establish a supportive buy cycle
• Ability to converse about money
• Nurture a positive outlook
• Ability to take responsibility
• Have strong motivational skills
All these attributes are even more applicable in this present times as today’s sales managers must not only understand how to manage the sales process but also lead the sales team for finding higher engagements apart from monitoring routine performance-driven sales activities using easy to use CRM software such as supervising number of calls made, wins and, quotas.
Modern sales managers nowadays have to understand each rep individually and stand away from the one size fits all coaching approaches, which is never, the best approach for empowering a team.
Furthermore, team sales management in this digital era must also incorporate the use of new technologies like enforcing CRM rules, such as having all interactions with customers and prospects properly logged into the easy to use CRM.
Here are some of the primary concepts that sales managers can adopt in the present sales scenario, to ensure that their sales team becomes more effective in finding, converting and retain clients online.
LEAD BY EXAMPLE
Well to be truthful, selling more than others on the sales team, can never make sales managers lead by setting an example of his or her performance.
Here is how you can use the acronym “LEAD” to illustrate how sales managers should lead by example for sales team management in this modern world.
L = Loyalty
Now this implies that managers in sales should always remain loyal to their company, brand and service, since if they lose faith in any one of these three elements or even worse stop believing in their organization’s sales processes, their sales reps will soon follow suit, which will eventually lead to failure in lead generation and revenue growth for their company.
E = Ethics
Managers in sales must never put up with any sort of misrepresentation, exaggeration, or fabrications that are made by the salespersons in their teams.
That means, creating and upholding steadfast work ethics is yet another most essential criterion for leadership in sales in their sales management skills.
A = Attitude
In any organization, the sales departments might as well be the most volatile and stressful place in the company where several reps tend to get fatigued, depressed and burnt out, which can regrettably inculcate pessimism with the rank. Hence, to be a strong sales leader, one needs to radiate positive energy and keep up with their encouraging and optimistic attitude regardless of the conditions happening on the sales floor.
D = Done-It
Sales leaders, who are higher up in their sales team management ladders, are sales pioneers who are never surprised or taken aback even by quotas that they personally had not to meet up as a sales rep in the past. That means efficient leaders in sales must cultivate an enterprising go-getter attitude and talk in a language that is capable of echoing the “been there and done it” feeling in their words.
Additionally, managers in sales of any company should most essentially ensure that they can provide their salespersons with the necessary and relevant business growth tools that they require for their success in sales, like the use of CRM software solutions be it Salesforce or any other Salesforce Alternative CRM platforms that can help in utilizing the sales reps best abilities while selling their offerings.
Last but not the least, sales leaders should also understand the thin line between coaching and micromanaging their team, for if the sales managers spend more than necessary hours pushing their salespersons through their sales funnels, their sales reps will for sure never ever learn to fly.