Brad Huisken

What does it take?

Over the past several months I have been asked by numerous people “What does it take to be a great sales manager?” While I couldn’t possibly answer this question in one short note, what I can do is to detail a basic understanding of the concept of sales management. In other words what I can give you is my philosophic overview of the process and position. I don’t believe that there is any one type of personality that makes a great sales manager. However, when the sales manager instills an environment of personal growth and development within themselves, their people and their organization they are certainly more apt to be successful. A great sales manager can never believe that the job of sales management is completely done. It takes a constant and dedicated effort toward the ultimate goal of achieving a successful sales staff that is completely trained, continually working toward objective measures, held accountable for performance, and rewarded based on results.

My definition of the position of “Sales Manager” is as follows:

The Sales Manager’s main responsibility is to provide the leadership, knowledge, training, incentives and consequences to recruit, hire, develop and maintain successful salespeople.

Look at each and every underlined word and then think about and analyze what it will take to provide each element. What will it take to train and maintain a successful staff? What does the sales manager need to do to provide leadership? What knowledge will the sales manager need in order to be successful? What incentives will stimulate your sales staff? Then do everything within your power to work toward that and you will be a successful sales manager. There is a science to successful sales management, call us should you want more details, direction or help. 
www.iastraining.com

Posted by Brad Huisken on August 19, 2008 | Comments (0)