Executives often describe their sales managers as strategic, but they don’t really see them that way. In this episode of the Sales Management Minute, find out if you are truly a strategic sales manager.
If there is one expression that executives toss around without considering the true definition, it’s the word “strategic.” More often than not, when a sales manager is described as “strategic,” it is because this person is adept at bringing in deals. While that is an important skill, the use of “strategic” in this case is for a sales person not a sales manager.
For sales managers to be considered strategic in their roles, they need to look at more than just getting deals done. Are you truly a strategic sales manager?
Strategic sales managers analyze the hiring process and search for ways to continually upgrade their talent pools. And, they are interviewing even when there aren’t open slots on the team.
When strategic sales managers hire sales people, they use onboarding programs to reduce the amount of time it takes to get up to speed while also ensuring that the newly-hired sales people are positioned to succeed.
Strategic sales managers use best practices to create processes and provide their sales people with success models to follow as guides.
When strategic sales managers review reports, they don’t just look at the revenue column … they focus on the metrics that lead to sales. They view the report, not as information, but as data to affect change in their sales teams.
When strategic sales managers design sales compensation plans, they don’t just ask how much sales people should make. They focus on aligning the incentive plans with business objectives and to focus the activities of their sales people.
Strategic sales people generate sales. Strategic sales managers build the framework that leads to the development of consistent, high performance, profitable sales teams.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.