{"id":11008,"date":"2014-09-30T11:35:37","date_gmt":"2014-09-30T11:35:37","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/management-skills-best-sales-managers\/"},"modified":"2024-08-22T14:29:42","modified_gmt":"2024-08-22T14:29:42","slug":"management-skills-best-sales-managers","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/","title":{"rendered":"Core Competencies for Sales Managers: Driving Leadership and Performance"},"content":{"rendered":"\r\n<p>Managing a team of sales reps with various motivations and egos is no easy feat. And if you\u2019re a sales manger, you know that it can be a complicated and sometimes challenging role that requires a number of management skills to be successful. At Sandler Training, we\u2019ve discovered that highly effective sales managers possess a set of skills and characteristics that make them stand out from the rest.<\/p>\r\n\r\n\r\n\r\n<p>So how do some sales managers continually lead successful and goal-oriented sales teams while others repeatedly hit roadblocks and obstacles?<\/p>\r\n\r\n\r\n\r\n<p>Here are 10 key competencies every sales manager needs to stand out from the crowd and achieve consistent success.<\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_lead_by_example\" >They lead by example<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_do_more_leading_and_less_micro-managing\" >They do more leading and less micro-managing<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_know_when_to_coach\" >They know when to coach<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_dont_overcomplicate_processes\" >They don\u2019t overcomplicate processes<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_communicate_clear_expectations\" >They communicate clear expectations<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_pay_attention_to_negative_patterns\" >They pay attention to negative patterns<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_choose_their_team_carefully\" >They choose their team carefully<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_enable_their_team_by_protecting_their_time\" >They enable their team by protecting their time<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_can_see_the_big_picture\" >They can see the big picture<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#They_look_for_ways_to_make_it_fun\" >They look for ways to make it fun<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_lead_by_example\"><\/span><strong>They lead by example<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Nothing builds and sustains credibility like a sales manager who leads by example. In order to keep a sales team performing, sales managers must lead by example and <a href=\"\/blog\/create-positive-work-environment\/\">establish an environment<\/a> that facilitates cohesion, confidence, and success.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_do_more_leading_and_less_micro-managing\"><\/span><strong>They do more leading and less micro-managing<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Too often sales managers rely on deadlines and <a href=\"\/blog\/how-to-utilize-performance-metrics-to-enhance-your-sales-process\/\">metrics to drive performance<\/a>, which can quickly turn into micromanaging. Though metrics are important, effective sales managers understand how to work alongside their team members rather than over their shoulders. These sales managers seek to mentor their sales reps and tweak motivation and reward tactics to align with individual preferences.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_know_when_to_coach\"><\/span><strong>They know when to coach<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>The overarching goal of coaching is to make individuals and the team better. For sales managers, mastering the\u00a0<strong><a href=\"\/programs\/coach-playbook\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">skill of coaching<\/a><\/strong>\u00a0is particularly important. Highly effective sales managers realize that placing priority on coaching will build confidence among team members. Therefore, they seek opportunities to provide feedback that will make their sales reps better and don\u2019t hesitate to drop everything to help sales reps solve problems.<\/p>\r\n\r\n\r\n\r\n<p>On the other hand, great sales managers also recognize when sales reps don\u2019t need or want to be coached and leave them alone to do their high-priority tasks. Demonstrating trust in your salespeople can help <a href=\"https:\/\/sandler.com\/blog\/five-ways-to-develop-a-strong-sales-manager\/\">drive sales leadership and performance<\/a> on an individual level.\u00a0<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_dont_overcomplicate_processes\"><\/span><strong>They don\u2019t overcomplicate processes<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Every team needs a sales methodology and <a href=\"\/blog\/sales-leaders-five-steps-for-instilling-a-growth-mindset\/\">goals to drive sales team performance<\/a>. However, because highly regimented, complex sales methodologies can confuse sales reps, the process should only be as complex as it absolutely needs to be. An effective sales manager knows how to enable, explain, and support a sales process to make it easier for sales reps to understand and relate to without making the sales process feel like a straitjacket.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_communicate_clear_expectations\"><\/span><strong>They communicate clear expectations<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Sales teams work best when they know exactly what is expected of them and when deliverables are due. Though key performance indicators (KPIs) vary from company to company, sales reps should know exactly what happens when they meet expectations and what to expect when they miss. It is the responsibility of the sales manager to ensure their team fully understands expectations.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_pay_attention_to_negative_patterns\"><\/span><strong>They pay attention to negative patterns<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Highly effective sales managers think ahead and pay particular attention to team morale. These sales managers can recognize what small trends and negative patterns indicate before they become significant issues. By paying attention to small changes in sales reps\u2019 performance, the sales manager can be proactive with coaching and mentoring before it is too late.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_choose_their_team_carefully\"><\/span><strong>They choose their team carefully<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Because sales managers rarely hire on a daily, weekly, or even monthly basis, developing impeccable hiring skills can be a challenge. However, a great sales manager who can find and retain the right sales talent will improve team performance and sales results. Picking the sales team carefully means knowing how to <a href=\"\/blog\/hidden-roi-training-top-sales-talent\/\">leverage the strengths of high-performing outliers<\/a> and when to coach up or part ways with under-performers.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_enable_their_team_by_protecting_their_time\"><\/span><strong>They enable their team by protecting their time<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Great sales managers practice good time management habits and eliminate demands for sales reps that don\u2019t directly drive revenue. This makes the most of the sales team\u2019s time and shows the team that their sales manager genuinely cares about and respects their time.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_can_see_the_big_picture\"><\/span><strong>They can see the big picture<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Sales reps are responsible for their own quotas and accounts, whereas sales managers must organize the whole team\u2019s needs. Successful sales managers have the ability to step back and analyze the big picture before making decisions that will impact the entire team.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"They_look_for_ways_to_make_it_fun\"><\/span><strong>They look for ways to make it fun<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>Sales managers who genuinely care about the happiness of individuals on their team tend to get more from their sales reps. These sales managers understand the importance of showing appreciation and celebrating wins often. Making work fun boosts productivity and helps to alleviate the constant pressures that come with sales.<\/p>\r\n\r\n\r\n\r\n<p>Even the best sales managers aren\u2019t perfect. But once you understand the management skills that make certain sales managers stand out from the rest, you can begin looking for\u00a0<strong><a href=\"\/programs\/sales-management-training\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">sales management training<\/a><\/strong>\u00a0that will align with your needs and help you to evolve into a great sales manager.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Managing a team of sales reps with various motivations and egos is no easy feat. And if you\u2019re a sales manger, you know that it can be a complicated and sometimes challenging role that requires a number of management skills to be successful. At Sandler Training, we\u2019ve discovered that highly effective sales managers possess a&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11009,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1038,1033,1035,1124,1049],"class_list":["post-11008","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-coaching","tag-leadership","tag-management","tag-managerial-skills","tag-sales-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Essential Management Skills for Sales Executives | Sandler<\/title>\n<meta name=\"description\" content=\"Discover the key competencies every sales executive needs for success. Sandler provides insights into skills that drive sales leadership and performance.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Essential Management Skills for Sales Executives | Sandler\" \/>\n<meta property=\"og:description\" content=\"Discover the key competencies every sales executive needs for success. Sandler provides insights into skills that drive sales leadership and performance.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2014-09-30T11:35:37+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-08-22T14:29:42+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/10-Management-Skills-that-Make-the-Best-Sales-Managers-Stand-Out.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"697\" \/>\n\t<meta property=\"og:image:height\" content=\"465\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Alexa Ray\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Alexa Ray\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/\",\"url\":\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/\",\"name\":\"Essential Management Skills for Sales Executives | Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/management-skills-best-sales-managers\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/10-Management-Skills-that-Make-the-Best-Sales-Managers-Stand-Out.jpg\",\"datePublished\":\"2014-09-30T11:35:37+00:00\",\"dateModified\":\"2024-08-22T14:29:42+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9\"},\"description\":\"Discover the key competencies every sales executive needs for success. 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