Your Sales Manager a Lid or a Lid Lifter to Your Career in Sales? The Six Qualities of a Great Sales Manager
By Michael J Griffin
4-minute read
As a B2B salesperson, we are faced with two facts in the marketplace: First, skilled & motivated B2B salespeople are worth their weight in gold, and, second, their sales manager can accelerate or stall their sales career success. Is your sales manager a lid lifter or a lid to your sales success? Step back for a few minutes and reflect and evaluate your sales manager’s impact on your success in 2023 based on the 6 questions below. Then you can decide to fully commit to serving your boss, or, possibly begin to look for a sales career with a sales manager committed to your success.
Is your sales manager a person of integrity and trustable? Being able to count on the character and honesty of your sales manager is a great motivator. If you answer no to this question, best to look for a new sales job with a boss you can trust.
Does your sales manager regularly coach you and demonstrate a willingness to support your sales success? Not all sales managers want to coach, but control, or worse yet, do nothing but protect their “managerial” position. Chally global research confirms that the willingness and ability to coach salespeople is the top determinant of sales team success. Collaborate with your sales coach to have regular joint sales calls and coaching conversations.
Does your sales manager consistently communicate well to drive productivity by listening well, asking good questions, setting clear goals, and giving respectful feedback? Good managers are good communicators that give sales people clarity in their roles, KPI’s, knowledge, and process. This clarity leads to a trusting relationship where feedback is regularly given and received because of good intent. Having a detached boss who swoops down only to be a critic is a demotivator. Work for a sales manager that holds regular weekly sales performance meetings that encompass KPI’s, skill and process improvement, and inspire collaboration.
Is your sales manager resilient and persistent? Sales Xcelleration states “The Sales Manager will experience setbacks right along with the team. But the resilient Sales Manager sees these setbacks as learning opportunities, training opportunities, and as opportunities to refine the sales process, realign resources, and even change course when necessary. The persistent sales manager doesn’t panic and doesn’t dwell in despair when a big account is lost.” S/he is a role model of resilience.
Is your sales manager a good inspiring trainer/coach? This often is a neglected skill as sales managers may leave training to HR. Work for a sales manager that has a successful sales track record who is confident to train you on selling skills, product knowledge, and self-leadership. Maybe you need to have a talk with your sales manager and map out your development plan for 2023. Sales managers who understand training the team is a process and not an event left to HR are worth staying with.
Can your sales manager effectively network across departments and personalities? In the B2B sales environment, “Teamwork makes the Deal Work.” Team buying by the customer and therefore team selling is becoming the norm. Does your sales manager effectively persuade and motivate sales support people across departments inside your company to problem-solve and innovate solutions to help you get the deal? Can they open doors and relationships that move sales forward?
After reviewing and answering these questions about your boss, make some decisions about your career in 2023. Maybe they will inspire you to quit, continue with quiet resignation, or possibly have a discussion with your sales manager how you both can collaborate more effectively in 2023 for both yours and his/her success!
Have a great first quarter!
Michael J Griffin
CEO and ELAvate Founder
Global Sales Coach/Trainer for over 30 Years