Sales Manager as Captain, Coach and Cheerleader
November 26th, 2009 — 4:20pm
I was recently asked what qualities I seek in a successful Sales Manager. Based on my experience it really boils down to three roles: captain, coach and cheerleader.
Captain
A sales manager’s primary objective is to steer the ship for his sales people to achieve their quota. This would include establishing the overall goals for the year as well as refocusing the team on a regular basis. Depending on the sales cycle the frequency which with the team is course corrected might fluctuate, but I find that weekly meetings are best to maintain forward momentum.