The Anatomy of a Successful Sales Manager
From Chally Research with Michael Griffin Input
A very worthwhile 7 minute read
Chally has been my compass & guide for hiring sales managers since 1997 when I met the founder Howard Stevens who then trained me how to use and interpret Chally Predictive Competency Profiles for the Asian market. To put it plainly, I will not hire or reject a sales manager or director without first having the candidate completing the Chally Sales Manager Profile.
“Sales managers are the strongest or weakest link in a company for the drive for revenue, salespeople’s loyalty, and keeping ahead of the competition.”
Michael Griffin
At the end this blog is the download link for the Chally Research Report on how to hire, retain and grow successful sales managers that will grow and motivate high performance sales teams. The contents of this research report include:
The Many Hats of a Sales Manager
11 Common Myths of Sales Management
The Different Types of Managers
How to Hire a Sales Manager
The 7 Competencies of a Sales Manager
Let’s review the 7 Competencies of a World-Class Sales Manager. These competencies found in the Chally assessment are predictive and legally defensible when hiring sales managers. I call them the “thoroughbred” competencies of world-class sales managers. Just focus on hiring/promoting potential sales managers who score 50 percentile and above on these 7 competencies in the Chally Profile to better your success with leaders/coaches who can motivate and drive sales success. Below are the competencies ranking in order of impact on sales team performance:
Engages Others in Learning and Assesses Understanding. This competency focuses on the sales manager’s ability to motivate and train salespeople to continuously improve their selling skills and I may add product knowledge.
Coaches Others and Provides Timely Feedback. Studies consistently show that the greatest tool sales managers have is coaching. This competency not only focuses on coaching skills, the sales manager motivation to proactively coach throughout the sales cycle.
Directs and Manages in a Team Setting. This competency is just what it says: the skill and motivation to manage salespeople and teams on process and goals so the sales manager does not regress to becoming a “rescuer” of deals.
Leads with a Profitable and Efficient Approach. Sales managers have to understand finances, what makes profitable deals, and promote efficiency with their team.
Champions Initiatives and Leads Change. Sales managers must be visionaries and navigators of change with their salespeople and customers. They are lifelong learners & innovators.
Prepares and Delivers Effective Presentations. Yes….prep and deliver audience-centered presentations.
Focuses on Measurable Outputs. This one is often overlooked. Effective sales managers give clarity by setting and monitoring sales-related goals, tasks and KPI’s.
Please download the full Chally research report on what makes a successful sales manager here. I believe you will find this report very insightful. ELAvate is a Chally partner, and I would be happy to discuss how Chally profiles can support your hiring and promotion of world-class sales managers.
Michael J Griffin
CEO & Founder of ELAvate
Global Sales Manager for +30 years
michael.griffin@elavateglobal.com
+65-91194008 (WhatsApp)