The best sales managers don’t micromanage their staff nor obsess over the numbers all day. The best managers have the right people on their team, all consistently selling the same way. They maximise their teams’ selling time and minimise their paperwork. They do structured deal reviews on key opportunities, offering advice and direction where needed.

They best sales managers focus on the few key metrics that determine success for their business. They champion the right behaviours and values. They call out their top performers and celebrate the example they lead. They forecast accurately and confidently, allowing the organisation to plan accordingly. They have the right technology in place to automate good behaviours and free themselves up to coach their teams.

Here are 8 areas that I think are key to great sales management:

  • How to design sales quotas, sales compensation and resourcing
  • How to do deal reviews
  • Pipeline values, composition and movement
  • Buying process, sales process and how forecasting relates to them both
  • How to define the behaviours and metrics for success
  • Pinpointing areas for improvement in individual sales people
  • How to conduct sales meetings
  • How to plan for growth

I’m sure there are others you’d want to add, but if you can master these 8, you’re well on your way to being the best sales manager.

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