Top Performing Sales Managers are the Key to Solid Revenue Growth
By Michael J Griffin and Rain Group Research
5 minute read
Your sales managers are either the strongest or weakest link in your sales revenue producing process. How effective they are directly impacts the revenue growth of your organization and it’s long term competitiveness. There are three major components of a sales manager to produce sales revenue through his/her team:
Coaching – Motivating – Managing
The Sales Team
Recently, I discovered that the Rain Group has produced an insightful research report on what makes a Top Performing Sales Manager. Rather than reinvent the wheel, I have reproduced their summary of their key findings of top performing sales managers in the graphic below. It is revealing yet obvious on the characteristics of effective sales managers:
As you reviewed each component of this graphic, what caught your attention? What sales manager role and competencies do your sales managers excel in? What areas are they deficient? What have you determined are the causes of superior sales manager performance or poor, underperformance?
The Rain Group research back up what I have seen across the over 500 Asian companies I have consulted with on improving their sales productivity. Here’s what I have seen in top performing sales managers in Asia:
They are excellent motivators who are adept at leading salespeople to exceed sales targets. They lead by being a trusted servant leader who supports salespeople’s success. They know when their sales people succeed, they succeed. In their hearts they enjoy helping yet can drive salespeople to succeed.
They have consistent coaching rhythm. This means they have a regular plan of coaching activities that drive sales performance. This includes regular sales meeting observations with salespeople, key account discussions/presentations with the sales team, and have individualized develop plans for each salesperson skill, market and solution knowledge. Consistent sitting at their desk is not a competency!
They effectively monitor salesperson and team performance to continuously improve and support salesperson success. This is a combination of employing sales management tools (pipeline, key account planners, CRM, AI use as examples) with solid respectful coaching skills that affirm success, provide corrective feedback, manage differences, and offer advice. Excellent sales managers are involved daily with their salespeople.
Wise sales managers take initiative in the hiring and onboarding of their salespeople. They don’t leave it to HR. Very few sales managers though are effective in interviewing skills, using assessments and profiles to hire candidates that fit. They have a process for onboarding and are involved in assuring accelerated onboarding happens.
It’s October and many of you are planning for a successful 2024. It is my belief that the best investment you can make this coming year to exceed revenue targets is to improve the leadership and management of your sales managers.
At ELAvate we are experts on providing your sales managers the skills, process and tools to mold them into leader/managers that can Coach – Motivate – Manage your sales team for a successful 2024. Email me at michael.griffin@elavateglobal.com or WhatsApp me at +65-91194008 for a no obligation discussion on improving your sales managers success in 2024. I am always honored to help as I know how difficult a sales manager’s job can be.
Michael J Griffin
CEO and Founder ELAvate
Global Sales Productivity Coach