The professional sales manager is the one who knows how to have a good team of salespeople and how to lead them towards the highest productivity in each and every one of them in terms of results, both in quantity and in total customer satisfaction, in every month of the year.
Your role is so important because the success of the income your sellers will earn depends on him or her and how your sellers will transmit the good image of the company, its products, services and the brands they represent.
For this reason, upon accessing the position of sales manager, an evolutionary cycle begins that will generate results according to the profile and strengths of the person chosen and appointed to occupy the position.
However, according to the previous training of the sales manager who accesses the position, it produces very different results from those described above.
It is true that no one is born knowing how to be a professional sales manager. This should be learned conceptually through the best sources that provide knowledge based on successful experiences and on the author's recognized career in the specialty. (one)
And since the only truth about its performance is measured in terms of results, both in quantity and quality, to analyze it, it is important to keep in mind that its management is inextricably related to two clearly identifiable managers:
1 · Director of Operations, the General Manager or the Owner of the Company.
He is the one who makes the decision to appoint him to perform the position that implies such an important responsibility.
The success in this key decision is what will represent for the company to be able to successfully advance towards the planned sales goals.
In order to avoid the most common mistakes, the manager must possess or acquire specific knowledge about the definition of the manager's profile that the company requires to select with the best probability of success.
In cases where disability and / or errors are seen in the management of the designated manager, it will be up to decide and act objectively and without delay in different options according to each particular case, such as: strengthening it through training, correcting its deviations or errors through permanent follow-up, or resolve their replacement avoiding making the same mistakes made in the previous selection and incorporation process.
2. Sales Manager
He is the person designated and who assumes the role of manager with all the implications of the position.
From the moment you notice that you do not have the necessary strengths for a good job performance, you should not wait for the company to provide them, but rather take charge of this situation and resolve it.
Efficient performance in your important role requires specific knowledge and experience. Knowledge can be acquired in publications by renowned authors as well as through specific courses and workshops to learn conceptually and know how to apply it "to measure" of what you need, or in free seminar cycles for sales managers such as those performed on our site. (one)
The specific experience is the one that will be acquired every day when correctly applying the knowledge acquired through their own evaluation of their successes and mistakes (self-criticism) as well as through a specific coaching service from a recognized management specialist.
Conclusions
A professional sales manager is not easy to find, since the most successful are aware of their value to the organization and the managers who value them retain them under the best remuneration conditions in the market.
Only he or she is the one who decides to migrate to another organization when the challenge and offer of another organization are more attractive and promising.
As expressed in the Online Seminar on my site, a degree is not required to be a Professional Sales Manager, since the only thing that counts is having solid knowledge and valuable management experience. (1)
In this way, your diploma will always be informal because it will be awarded for the permanence and continuity in the important position that you occupy depending on the consistency and productivity of the achievements that you obtain with your team in each month of the year.
Otherwise, and no longer of your own choice, your migratory cycle will begin in other organizations with lower expectations and demands on your profile.
Because successful companies are clear that " tolerance is the worst enemy of efficiency ", and because they are committed to their business plan and seek to evolve towards achieving and exceeding their goals, they will continue to choose better and strengthen their sales managers. Because it is strategically essential for the organization to continue moving towards its successful destination.
(1) Recommendations:
- Cycle of 5 Free Online Seminars: "How to develop a team of successful sellers": https://hellerconsulting.com/Claves for a successful sale - To professionally manage the management. https://hellerconsulting.com///Copyright by Martín E. Heller– www.HellerConsulting.com
