Characteristics of Winning Sales Managers

For the purpose of this blog, we are defining a sales manager as an individual that manages salespeople.  

As the founder of BeenThere Consulting Services BeenThereCS.com, a sales coaching company, I interface with thousands of people on a monthly basis. This occurs through one-on-one coaching, group coaching, podcasting, networking, guest speaking, workshops, one-on-one meetings, and this blog.

Managing salespeople more than 30 years

Most people know and think of me as a salesperson. This is a badge I am proud to wear. I entered professional selling as a field salesperson in 1980. I got my first sales supervisor role in 1982 (managing one new salesperson), and in 1992 I was handed my first sales manager job as Regional Sales Manager for Sony’s Government Sales Division in the Washington, D.C. area.

Build your career by eliminating the competition

As a side note, and a blog for another day, I interviewed and competed to be a salesperson for Sony in 1986. I was chosen and I remained at Sony for 23 years. I was promoted several times and had many tremendously satisfying responsibilities. I retired from Sony in 2009 and went on to lead sales departments and organizations in other companies until I went full time into sales coaching in 2023. I did not apply for any promotions or jobs after the day I joined Sony. Yet, I got them all. I eliminated the competition. Observation: Even when writing I can drift off on a tangent. 😊

If you would like to know how you too could bypass the application and resumé game, and get your dream job, contact me at  Beentherecs contact-us.

Recognizing a winner

The sales manager is responsible for achieving the sales target that is allocated to his/her business unit. Pretty simple, right? Don’t we wish.

Like all managers of people, the manager is responsible for achieving the goals of the company. All successful managers know that by fully supporting their team members, in a professional, positive, direct, and respectful manner, they will have the strongest of foundations to achieve the objectives of the company, their subordinates, and themselves.

There is much that goes into becoming a winning sales manager. Characteristics of a winning sales manager:

• Strong leader
• Focused
• Success driven
• Positive attitude
• Honesty
• Integrity
• Strong listening skills
• Attention to details
• Timely and coherent communicator
• Consistent (in a positive way)
• Always available for salespeople and customers
• Respects and follows human-resources rules and guidelines
• Always evaluating
• Flexible (ready to adjust to win)
• Active team member
• Supportive of the individuals
• Advocate for the salespeople
• Strong presentation skills
• Diplomat
• Willingness to step-in
• Helps others to achieve their goals
• Always looking forward while learning from the past
• Stands by the salespeople (in winning and losing situations)
• Accepts responsibility
• Leads by example
• Ask open-ended questions 

• Respect opinions

I loved managing salespeople! I love working with customers to achieve their missions, goals, and dreams. I love leading teams. Regardless of my level in my organization, the job function was always sales manager. And I never left the “field.”

Leading from the front lines

George S. Patton (World War II) was arguably one the most successful field generals in the history of the United States military. Some may even say he was the best. Yes, he was controversial and made mistakes that were not excusable. However, let’s focus on the following. He was effective because he was “in the field.” He was not back in headquarters getting reports.

There were no drones in the sky streaming live video to commanders. If you were not on the battlefield, you had to depend on verbal and written reports that were transmitted using technologies available at the time. All subject to interpretation.

General Patton could see first-hand what was not only happening on the battlefield, but he could also see what was happening with his troops, and his officers. Rightfully or wrongfully, he put himself in harms-way along with those he led.

I am proud of many things I accomplished as a sales manager. One was certainly in the diversity of my salespeople. Another is the retention of my salespeople. In a 15-year stretch at Sony, I only had one salesperson leave my team to go to a different company.  We had many reorganizations, and unfortunately, lay-offs. Some people were promoted and took opportunities internally to broaden their experience and value. But, as I said, only one left the company.

That statistic is attributable to the quality of my values, role models, management that supported me, honoring the characteristics that I outlined earlier, and the fact that I was always in the field with my salespeople and customers, sharing their experiences and contributing to get things done for both.  

Like General Patton, I was so close to the action, I was able to assist everyone involved with high quality actions, and in a timely fashion. Decision making in real-time gave confidence to the customers that they were in good hands.  The salespeople knew I had their backs. Even as a vice president of sales, I was regularly in the field.

Looking forward

As you have read, there is much more to being a successful sales manager than simply tracking sales and writing reports. In future blogs, I will share stories and get into the details related to specific qualities and capabilities necessary to become a winning sales manager.

I want to hear from you

Tell me about your best sales management stories. Who was your best sales manager and why. If you are or have been a sales manager, what is most important to your success. I appreciate your comments and stories. Please send me an email, Phil@BeenThereCS.com.