Brian Tracy breaks down three skills for effective sales management: set clear goals and expectations, provide ongoing training through shadowing and seminars, and continually identify weaknesses to improve. The focus is on results, teaching, and growth.
How to Become an Effective Sales Manager in three simple steps. Your life can only get better when you do something every day to improve your key skill areas. Brian Tracy Being a sales manager is a team activity. If you work in sales, you need to be a team player in order to get results through the individuals you're managing. While most sales managers are trained in sales, they're not always trained in sales management. They likely came into a sales manager role after proving themselves as a good salesperson, but that isn't always enough to succeed at the managerial level. Here's the good news though. All sales management skills can be learned, and a sales manager who intentionally works on these skills will be able to help their team be incredible salespeople while lifting up the rest of the organization as well. Take a look at the three simple skills to develop to become a truly effective sales manager. Skill number one is to be results oriented. Successful and effective salespeople and leaders must be results oriented. But it's not enough for you just to focus on results. You need to build a team that's results oriented too. How can you create a sales team that cares about getting results? Be clear with your team about what their goals and end results should be. Explain what you're trying to achieve and why it's important. You'll also want to lay out the expectations you have for your employees. Tell them the specific actions you're going to take to move toward your goals together. Make yourself available for any questions or clarifications to ensure everybody is on the same page. If you don't communicate the results you want with your sales team, you're setting yourself and your team up for failure. But if you're intentional about your goals, you'll be able to serve as an effective sales leader. Skill number two is to provide your team with excellent sales training. You can't expect results unless you give your team something to work with. If you want your employees to achieve a certain result, you must make sure to provide them with the proper training. This can be done in a three part process. First, identify the key skills a salesperson will need to help them make their quota in a competitive market. These skills should be things that are highly relevant to your product or service. Second, teach your new recruits these key skills. Attend calls with them and watch them perform. Give them audio programs to listen to. Send them to sales seminars or conduct your own. The third part of this training is follow up. Continue checking in with your salespeople over time to reinforce what you've taught. Create open lines of communication so they can ask you questions at any time. Remember, sales training is a process. It continues throughout a salesperson's entire career. To maintain high levels of performance, you need to be continually working on sales training all the time. And by helping your team with their continued education, they'll be better equipped to get results. The third and final skill to become an effective sales manager is to seek out opportunities for growth. There's always room for improvement and growth. Even if you're at a manager level, be humble enough to realize that you still have space to learn. For instance, teach yourself new ways to find and train salespeople or stay on top of the trends in the sales industry. Get creative about methods that you can use to continue to grow in your sales career. Identifying your weaknesses will also help you improve. You can make even more progress by working on your weakest area or skill set. The best leaders are people who will continually evaluate what their weaknesses are and how they can improve. Finally, keep in mind that all sales management skills can be learned. You can learn any key skill that you need to in order to achieve any goal, whether it's a goal for yourself or your team. So don't be afraid to dream big. By focusing on results, providing high quality training for your team, and continuing to grow your own skills and knowledge, you'll become a more effective sales manager and lead your team to success in their sales careers as well. Now the question today is what is one area where you could improve as a sales manager and what will you do to get better? Leave a comment below and Brian will be sure to follow up with you. Thanks for watching. And remember, as Brian always says, if you want to change your future, take action and take action now.
If you enjoyed this video and feel it was valuable in teaching you about these three leadership traits, share it with your friends or for more resources on professional development, visit my website@briantracy.com thanks for watching. And remember, if you want to change your future, take action and take action now.
