Six Universal Traits Of The Great Sales Manager

(By Loyd Ford) Everyone wants to recruit great sellers, but today the energy that is put into creating great sales managers is equally important in the outcome of your sales growth. It’s not about the title; it’s about the human overseeing the process of your sales management.

What traits are easily seen in a great sales manager today?

1. Exceptional Leadership Skills.

One of the first things you will see in a great sales manager is their ability to provide effective leadership. Clear vision and goals for their team. They are good at inspiring and motivating their sales reps to perform at a high level consistently. They lead by example, demonstrating a strong work ethic, integrity, and a commitment to achieving results. If they are truly great at sales management, they also know how to adapt their leadership style to suit different individuals and situations, creating a positive and productive work environment.

2. Strong Communication and Interpersonal Skills.

Effective communication lies at the core of a great sales manager. To be truly great, a sales manager must have exceptional communication skills, enabling them to clearly convey goals, expectations, and strategies to their team. They actively listen to their sales reps, providing regular ongoing guidance and feedback, and creating relationships with continuous open lines of communication. They build trust, boost morale, and encourage collaboration regularly.

3. Extensive Industry Knowledge.

A great sales manager understands radio right now. They stay updated with the latest trends, what is happening in the market, and competitor analysis. This knowledge empowers them to make informed decisions, identify potential opportunities, and guide their team in creating effective sales strategies in the moment and long term. Their expertise also allows them to provide valuable insights to their sales reps, enabling them to overcome challenges and excel in their roles.

4. Strong Analytical and Problem-Solving Skills.

Sales managers are often faced with complex challenges, dynamic situations, and the unexpected. Great sales managers possess strong analytical and problem-solving skills, enabling them to quickly evaluate data, identify trends, and make data-driven decisions rapidly. They use key performance indicators (KPIs) to monitor the progress of their team and pinpoint areas for improvement. By analyzing sales data and market trends, they can adapt their strategies and tactics to maximize sales performance.

5. Coaching and Development Abilities.

A great sales manager not only focuses on achieving immediate sales goals but also invests in the long-term growth and development of their team members. They provide regular coaching, training, and mentorship to enhance the skills and knowledge of their sales representatives. They regularly show they care about individuals on their team. They understand the strengths and weaknesses of each individual seller, tailoring their coaching approach to ensure continuous improvement and career growth.

6. Results-Oriented Mindset.

You cannot be a great sales manager unless you are driven by results. These individuals set ambitious yet realistic sales targets, and they consistently track progress toward those goals. They encourage a results-oriented culture within their team, fostering a competitive spirit while also promoting collaboration. They celebrate successes, recognize outstanding performance, and provide constructive feedback when necessary to drive continuous improvement. And they always praise performance in front of others.

There are a lot of challenges for radio sales today, but leadership is very critical if you want to continuously reinvent your sales effort and grow value into the future.

If you want your sales to increase consistently, this is an important group of traits that must be present to encourage consistent performance and growth from a team to grow sales.

Loyd Ford is president and chief strategic officer at Rainmaker Pathway Consulting Works (RPC). They help local radio with ratings and revenue. Reach him anytime at 864.448.4169 or [email protected]. Read Loyd’s Radio Ink archives here.