What Does a Sales Manager Do? September 6, 2007
Posted by Tom Schaber in Sales Management.trackback
Here’s a fairly comprehensive list. They:
- Hire
- Interview
- Train
- Coach
- Mentor
- Fire
- Write salesperson annual reviews
- Observe salespeople as they make sales calls
- Offer positive feedback
- Critique salespeople
- Read call reports
- Make quarterly and annual reports to management
- Create teams
- Is accessible to his or her salespeople
- Travel
- Organize and work conventions
- Build relationships with their salespeople
- Develop salespeople’s skills
Sales managers do not and should not sell into their own active accounts. There will be people who will argue the point and they can contest this all they want but the statement stands. Either you sell or you manage.
The Final Thought: Sales managers need to think of salespeople as their customers.
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