What does a sales manager do? Imagine juggling flaming knives labeled 'targets', 'strategies', and 'team morale'—all while keeping an eye on the high-flying trapeze artists we call market trends. A dash here, pivoting there; it’s no stroll through the park.

Sure, you know they're out there driving numbers and spurring teams forward. But what about weaving those intricate strategies that keep pipelines flush with opportunities? Or fine-tuning communication skills so sharp they could slice through market noise?

Hungry for more than just dry stats and job descriptions? Stick around as we dive deep into their world—you'll be snagging secrets to not only lead but excel. Curious how this all plays out behind closed boardroom doors? Keep reading...

What Does A Sales Manager Do?: Key Roles and Skills 

A sales manager stands at the helm, steering their team through the choppy waters of business targets and client expectations. Their role isn't just about crunching numbers; it's an art form that combines strategy with psychology to motivate sales teams towards victory.

Sales managers are not only tasked with overseeing daily operations but also serve as architects, crafting territory plans that ensure each member is playing to their strengths. By analyzing sales data, they're able to spot trends and adjust sails accordingly—keeping ahead in a sea of competition.

1. Leading and Motivating Sales Teams

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To effectively lead means more than giving orders—it’s about inspiring action. A great sales manager knows how important morale is for driving performance metrics upward. 

They leverage excellent communication skills across various platforms to rally their troops around shared goals. It's this combination of inspiration and practical guidance that can make sure teams don’t just meet objectives—they smash them.

Coaching their team members is a key component of a sales leader's job. Approximately 57% of sales managers believe they could do a better job coaching their team. Direct feedback and specific training can help improve sales team member performance. Sales leaders might help the entire team from direct sellers to sales development representatives. 

The ability to analyze market trends plays a pivotal role here too. This insight lets managers drive strategies forward while keeping an eye on both online shopping habits and field-sales dynamics—a duality crucial in today’s ever-evolving marketplace.

2. Crafting Strategic Sales Plans

In plotting out strategic plans for territory management, savvy sales leaders know it takes more than guesswork; it requires strong analytical thinking coupled with creative marketing strategies. This kind of foresight often distinguishes top performers from those merely staying afloat.

Careful planning contributes to establishing challenging yet achievable goals, as it allows for a balance between ambition and practicality. This approach ensures steady progress without overwhelming the team. Many successful sales professionals utilize technology, such as CRM systems or tracking marketing activities, to effectively manage client relationships and measure outcomes.

3. Setting Ambitious yet Attainable Sales Targets

To start, imagine a tightrope walker—setting sales targets requires that same balance between ambition and attainability. It's not just about throwing out big numbers; it's crafting goals that push your customer base while still being within reach. And remember, these aren't arbitrary figures; they reflect deep dives into market trends and historical sales data to forecast what’s possible.

Sales managers drive their teams by defining clear benchmarks for success but also knowing when to recalibrate based on real-time performance feedback or shifts in consumer behavior.

There will be times when you have team members who doubt themselves or their capabilities. When this happens, you need to reinforce their confidence and then give them a stretch goal. For example, you have a team member who hasn’t closed a deal in a month but they have three strong prospects in the pipeline for this month. Strategize around the pipeline and ask for which of the two will close and why. Encourage them and support them in the two that they committed to close. 

-Andrew Ries, Certified Professional Sales Leader 

4. Analyzing Market Trends to Stay Ahead

In today's fast-paced world where online shopping can change with an X post or trend, staying ahead means analyzing every ripple in market trends like an expert surfer waiting for the perfect wave. This foresight allows managers to lead teams effectively because they know which strategies will likely resonate with clients to identify opportunities before competitors do.

Their toolkit? A blend of CRM systems like Google Analytics Academy, providing training wheels for newcomers and turbo boosts for seasoned pros alike—all designed to keep those vital relationships thriving as markets evolve around them.

5. Managing Reporting and Admin: Daily Tasks of a Sales Manager

As with most office jobs, a sales manager spends a portion of their week working on reporting and administrative work like setting up meetings. Sales managers spend 20% of their time on administrative tasks and reporting.

What Skills Does A Sales Leader Need To Successfully Lead Their Team?

A sales manager plays a crucial role in guiding, motivating, and leading a sales team to success. To be effective, a sales manager needs a combination of hard and soft skills:

1. Leadership Skills

• Motivational Ability: Inspiring the team to reach their goals and maintain high morale.
• Visionary Thinking: Setting clear, achievable goals and guiding the team towards them.
• Decision Making: Making informed decisions quickly and confidently, especially under pressure.

2. Communication Skills

• Clear Communication: Clearly and effectively communicating goals, expectations, and feedback.
• Active Listening: Understanding the team's ideas, concerns, and feedback.
• Presentation Skills: Effectively presenting sales strategies and results to stakeholders.

3. Sales Expertise

• Industry Knowledge: Deep understanding of the industry, market trends, and competitors.
• Sales Techniques: Proficiency in various sales methodologies and techniques.
• Customer Understanding: Ability to understand customer needs and how to meet them.

4. Strategic Planning

• Goal Setting: Establishing realistic and achievable sales targets.
• Market Analysis: Analyzing market trends to identify new opportunities.
• Sales Strategy Development: Creating strategies to capture market share and achieve sales targets.

In my experience, the best way to set goals is in partnership with the person/people who need to go and execute and achieve those goals. Having goals thrust on you that may not make much sense, feel right or even obtainable is a surefire way to deflate your salespeople or managers.

-Tony Pearson, Sales Leadership Coach

5. Analytical Skills

• Data Analysis: Interpreting sales data and metrics to inform decisions.
• Problem-Solving: Identifying and resolving issues that hinder team performance.
• Performance Monitoring: Tracking sales performance and implementing improvements.

6. People Management

• Team Building: Building a cohesive and collaborative team environment.
• Conflict Resolution: Addressing and resolving interpersonal and professional conflicts within the team.
• Talent Development: Identifying and nurturing the strengths of each team member.

7. Coaching and Mentoring

• Individual Coaching: Providing one-on-one coaching to develop each team member’s skills.
• Feedback Provision: Offering constructive feedback to help team members improve.
• Career Development Support: Helping team members progress in their careers.

8. Organizational Skills

• Time Management: Effectively managing time and resources.
• Multitasking: Balancing multiple responsibilities and tasks efficiently.
• Administrative Management: Handling administrative tasks related to sales management.

9. Emotional Intelligence

• Empathy: Understanding and sharing the feelings of team members.
• Self-Awareness: Recognizing one's own emotions and how they affect others.
• Self-Regulation: Managing emotions in a professional manner.

10. Adaptability and Flexibility

• Change Management: Adapting to market changes and shifting strategies accordingly.
• Innovation: Encouraging innovative approaches to sales and problem-solving.
• Resilience: Staying focused and positive in the face of setbacks.

11. Technical Skills

• CRM Software: Proficiency in customer relationship management software.
• Sales Tools: Familiarity with various sales tools and software.
• Digital Literacy: Keeping up with digital trends, especially those relevant to sales and marketing.

12. Ethical and Legal Compliance

• Integrity: Upholding ethical standards and ensuring the team does the same.
• Compliance Knowledge: Understanding legal regulations in sales practices.

How to Become a Sales Manager 

There are two main ways to become a sales manager: through education and experience. 

The educational requirements for a successful sales manager can vary depending on the industry, company, and specific role. However, there are common educational backgrounds and additional qualifications that are often beneficial for someone aspiring to be a successful sales manager such as:

• Formal Education: Bachelor's or Master's Degree 
• Sales and Marketing Courses: Courses in sales, marketing, business communication, and negotiation can provide valuable skills and knowledge.
• Online Courses and Certifications: Platforms like Coursera, LinkedIn Learning, and HubSpot Academy offer courses in sales techniques, customer relationship management (CRM) software, and strategic sales management.
• Industry-Specific Knowledge
• Technical Training: For technical industries (like IT, pharmaceuticals, engineering), having a background in the relevant technical field can be a significant advantage.
• Professional Sales Training
• Professional Sales Certifications: Certifications from recognized institutions (e.g., National Association of Sales Professionals, The Sales Management Association) can enhance a resume and provide industry-recognized qualifications.
• Skills Development
• Leadership and Management Training
• Continuing Education and Lifelong Learning

Experience on the job, including working successfully in a sales position, helps to position you as a future sales manager. Experience leading and growing teams will also help you navigate how to become a sales manager. 

Sales managers today need to leverage technology not just to keep up, but to stay ahead. A critical piece in this tech puzzle is CRM systems. They're like the Swiss Army knives of client management—versatile and indispensable.

CRM Systems for Client Management

One of the best ways to manage the daily tasks of a sales manager is to use a CRM. Imagine having a digital brain that remembers every interaction with your clients. That’s what a robust CRM system does. It logs calls, tracks emails, and keeps tabs on sales activity—all without breaking a sweat. By analyzing data within these systems, savvy sales managers can spot trends and opportunities at lightning speed.

The power of CRMs doesn't stop there though; they also help streamline marketing activities by automating follow-ups and personalizing customer journeys based on past interactions—a game-changer for driving performance metrics upward.

But it's not all about software wizardry—effective leadership is key too. You've got to be able to effectively lead through clear communication across platforms: whether you're rallying your troops via email or strategizing over video conference calls, excellent communication skills are non-negotiable.

To stay on top of sales manager responsibilities, continue to invest in your learning opportunities and leverage all the tools you can to complete your sales tasks productively. Looking for somewhere to start? Check out Magical! 

How Magical Helps Sales Leaders

Magical can help sales leaders by automating many repetitive sales tasks. One thing you can do is automate your lead collection from LinkedIn, for example, and put them into a spreadsheet to share easily with your team.

You can also automate your data entry tasks by creating and saving message templates to use as often as you need to. Plus you can share them with your team with a click.

A Final Word

Leading sales teams. Crafting strategic plans. Setting targets and analyzing trends. That's what a sales manager does, navigating the tightrope of market demands with agility and foresight.

The most important thing to remember when it comes to being a sales manager is that they're human. They make mistakes just like all of us. Which is why every sales manager - no matter how excellent - is only as good as the team them have around them.