How To Make Your Sales Manager More Better

After reviewing their sales processes, their training program, sales scripts, etc., I always ask the same query: "How much production is your sales manager generating per month?" And I  always get the same answer - "My manager doesn't sell."
I consult with plenty of business owners, and I listen to a common complaint: "The sales team is not making their revenue numbers and my sales manager doesn't appear to know what to do to get them to improve. What ought to I do?"

The issue with most sales managers that they don't sell. & the issue with that is how can they teach & manage something they are not doing themselves (or worse, cannot)?
Now I do know there's differing opinions on this - some say managers need to manage from the sidelines (like coaches), need to be involved in higher level duties, need to attend limitless meetings, & need to be able to set revenue goals & get their team to accomplish them.
I agree with a number of this (except the limitless meetings part!), but the most effective & revered sales managers & V. P.'s I work with all lead by example. They have a personal quota & they keep their skills sharp & refined because they are on the rings closing prospects & clients every day.

Here are the top benefits of having a selling sales manager:

- Sales managers who actively sell have an up to date, intimate understanding of what techniques, skills & strategies work in your selling surroundings. & having this first-hand knowledge means they can teach it to others.

- A selling sales manager commands the final respect & confidence of his/her sales team. A sales manager is a leader of his team, & the best way to lead is by example. Sales reps respect & follow a leader who can help them close sales & accomplish their goals. They will also work harder for them.

- Because a selling sales manager has this immediate experience of closing sales, they are in a much better position to help their team members close business as well. They can basically do a TO (take over) when a sales rep needs help. This not only teaches the rep how to handle selling situations, but it often saves a sale as well. This is what your sales manager must be able to do, & it is a vital part of their job.

- As a business owner, you must have the confidence that your manager knows exactly how to accomplish your company's revenue goals. The most correct way to decide this is by having the positive knowledge that they knows how to do it himself. This experience is invaluable & will make positive that the goals you set are reasonable & reachable.

- A confident sales manager grows a confident & productive team. Nothing is better for a sales manager than to have him/her demonstrate, to themselves & others, that they have what it takes to successfully close sales. A successful selling manager is not afraid of setting production goals because they knows they can accomplish them (& they knows what it is going to take)

In case you don't already have a quota for him/her now, then do yourself (& your company & your manager) a favor & set this week. All of you will benefit from it!

There are plenty of more benefits of having a selling sales manager leading your team, but I hope this short list has satisfied you. Think me, the quickest way to make your sales manager better is to give them a quota & need them to select up the phone & start closing business.