What roles do you need to play to be a great sales manager? Find out 12 here.

1. How to Be a
brilliantSales Manager

2. Based on
Geoffrey James’
INC article

3. We’re going to explore
Twelveroles of successful sales
managers

4. Coach

5. Identifies the strengths and weaknesses of
each individual on the sales team and expand
each individual's ability to contribute to the
overall sales effort.

6. teacher

7. Helps sales team members to develop, not just
their basic sales skills, but the business
acumen required to understand larger
business issues.

8. mentor

9. Uses experience and perspective to guide the
sales process, warn of potential problems and
provide tactical assistance in specific sales
situations.

10. politician

11. Marshals the internal resources, both inside
and outside the sales team, that will be
required to ensure that each opportunity
proceeds apace.

12. communicator

13. Communicates clearly and consistently the
needs of the sales team to other internal
organizations, so that they can better support
sales efforts.

14. prioritizer

15. Ensures that the most important opportunities
get priority so that the company can use its
limited resources wisely.

16. recruiter

17. Continuously searches out and interviews
individuals who might become top
contributors to the sales efforts.

18. surgeon

19. Culls out non-performers so that they don't
consume resources and bring the rest of the
team down to their level.

20. Fortune-teller

21. Balances historical data, wishful thinking, and
gut feelings to create a sales forecast that
approximates future sales.

22. conductor

23. Coordinates sales and marketing messages so
that, when customers listen to your firm, they
always hear the same tune.

24. Debriefer

25. Makes certain that the entire company learns
from both wins and losses, so that effective
behaviors are repeated and ineffective ones
are not.

26. Diplomat

27. Shares credit for both wins and losses among
all contributing organizations, without creating
either heroes or scapegoats.

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Sincerely, SalesLoft.
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