Here's how you can handle the key responsibilities of a sales manager.

Una gran manera de liderar con el ejemplo es tener un playbook de ventas en video. Es decir, grábate ejecutando las jugadas de ventas importantes: el speed comercial, cómo rebatir la objeción de precio, cómo hacer una presentación de cierre. Que te vean hacerlo. Eso te da autoridad y credibilidad y de paso les demuestra cómo ejecutar.

Imagine combining the unparalleled expertise of a master salesperson/manager with the cutting-edge capabilities of AI. This is the future of selling. I work with my husband who is the most skilled salesperson I have ever seen. By recording and transcribing his calls through Whisper, we transform real-world conversations into powerful training data for our custom sales GPT. Our Sales GPT is loaded with diverse client personas including difficult and reluctant prospects, enabling us to simulate a wide range of scenarios. It roleplays with us, refining sales presentations, handling objections, and mastering the art of closing deals. The result is significantly higher conversions and a more prepared sales team.

O maior aprendizado que tive em todos esses anos é que quando tudo está mal, difícil, a empresa não colabora, o que é muito comum... o mercado muito competitivo... metas altas, fora da realidade, feitas por alguém que não entende nada da guerra das ruas... A sua equipe luta por você! Ela corre atrás e bate a meta por você! Aí você pode se considerar um líder! Não um gerente ou coordenador, mas um líder... inspirador e querido... Isso é raro... busque e lute por essa simbiose... o resto se aprende no manual...

If your attitude and behaviour cannot be imitated or even followed, so it's time to rethink your leadership stile, but more than that, rethink your ethics and life posture...

In my view, it's about more than just setting high standards; it's about embodying those standards in your daily actions. This approach not only motivates your team but also fosters a positive work environment where professionalism and performance thrive. Your leadership will directly influence your team's attitude and commitment, driving them towards collective success.

A liderança pelo exemplo é o maior diferencial na minha opinião. Uma pessoa com experiência tem os caminhos mais " fáceis " para ensinar. Pois o tempo o moldou para tal conhecimento. Quando juntamos a liderança pelo exemplo e a vontade do aluno de aprender e querer vencer, começamos a ter equipes de alta performance!!

Leading by example is crucial in team motivation. When you are a leader, everyone is watching what you do and how you are doing things! When you ‘walk the walk’ and set an example with positivity and intent, others will be inspired to follow. Lastly, working along with your team also makes you more approachable when challenges arise, initiating healthy problem-solving practices, a more proactive mindset, and a true team culture!

Talvez isso aqui seja o maior impeditivo em um processo de liderança eficaz. Não há como um líder, que por definição é a pessoa que vai à frente abrindo caminhos, liderar, inspirando de fato e não "mandando", um grupo de pessoas sem saber o objeto da sua liderança. Estude, saiba fazer o processo do qual você é líder, e assim com certeza você poderá inspirar seus liderados.

The Idea that setting really highhhhhh! sales goals will acheive your target and push your team is just bad way. I have really good sales guy get depressed of joke around and move on to new roles due to this. Be realistic & give challenging ladder goals than an impossible reach the stars now goals

Handling the key responsibilities of a sales manager starts with setting clear goals. Clear goals provide a roadmap for your team, align everyone's efforts, and enable focused execution to achieve sales targets and objectives.

Existem muitas metodologias que nos ajudam a ter uma definição clara de metas. A que eu mais utilizo é a de "OKR's", resultados chave. E quando falamos de setores ou departamentos e aí até da empresa como um todo, podemos e devemos ter um "NSM" que é o North Star Metric, ou seja, o objetivo para o qual estamos remando, e todos os resultados chave devem apontar para esse objetivo maior. Importante não ter uma variação muito grande, isso confunde e atrapalha no engajamento. Em média, 2 a 3 NSM, com 5 OKRs, é um bom número.

Setting clear goals is just the beginning. It’s essential to support your team throughout the process. Provide guidance and be available when they need help. Offer them access to your calendar for prep sessions and one-on-one support. By being present and approachable, you ensure they have the tools and confidence to achieve their targets.

Es esencial establecer metas claras para guiar a un equipo de ventas hacia el éxito. Como ejecutivo y líder de ventas, es crucial fijar objetivos alcanzables pero desafiantes, alineados con las metas de la empresa. En una campaña digital, por ejemplo, involucré a cada miembro del equipo, explicando sus metas individuales y cómo contribuían al objetivo colectivo. Comunicar estos objetivos de forma transparente ayuda a enfocar esfuerzos y medir el progreso, proporcionando dirección y propósito. Esta claridad mejora el rendimiento individual y la cohesión del equipo, asegurando que todos trabajen hacia un mismo fin.

Setting clear goals is essential for guiding your sales team towards success. As a sales manager, we should focus on establishing achievable yet challenging targets that align with our company's objectives. I communicate these goals transparently, ensuring that each team member understands their individual and collective targets. This clarity helps my team focus their efforts and measure their progress, providing a strong sense of direction and purpose. By setting clear goals, I create an environment where everyone knows what they are working towards and how to achieve it, creating a motivated and productive team.

Offcourse have your sales boards & KPI's in hand and track+measure how things are going. in addition to that just talk to your sales guys , not : show the board and try to make them realise what should they have been doing yes: discuss board & what is happening or problems they are actually facing , try to jointly bring about solution to the bottle necks (rather than ignoring them)

Es muy importante tener claro el conocimiento del mercado en cada una de las áreas y regiones para enfocarnos estratégicamente en conseguir los resultados deseados atacando de forma segura de acuerdo a la oferta y demanda de la población

While the CRM scorecard tells a story, I strongly believe in “Getting 1% Better Every Day”. Constant, incremental improvements can lead to significant performance gains over time. Encourage your team to ask themselves these questions daily: 1. What went well today, and how can we replicate it? 2. Where did we face challenges, and how can we overcome them next time? 3. What new strategy or technique can we try tomorrow? 4. How can we better support each other as a team? 5. Are there any customer insights we can leverage for better results?

I believe the greatest success happens when you're able to adapt to changes, but you won't know what needs to be changed, or when, unless you track and analyze. It's not just about hitting KPI targets. It's about knowing what's working well and what needs to be improved. The data also helps determine what areas a sales person excels in, and where they might need additional training.

Siempre es crucial analizar el rendimiento de tu equipo para identificar áreas de mejora y celebrar los éxitos. Utilizar sistemas de gestión de relaciones con los clientes (CRM) permite realizar un seguimiento de las métricas de ventas y analizar las tendencias de los datos. Esto te ayuda a identificar qué estrategias funcionan y cuáles no, permitiendo tomar decisiones informadas sobre necesidades de coaching, asignación de recursos y ajustes de estrategia. Al vigilar de cerca el rendimiento, puedes abordar rápidamente problemas y capitalizar oportunidades, asegurando que el equipo se mantenga en el camino hacia el éxito y la mejora continua.

Regularly analyzing your team's performance is crucial for identifying areas for improvement and celebrating successes. Although I haven't used CRM systems extensively, I leverage my strong command of Excel and other office tools to track sales metrics and analyze data trends. This helps me pinpoint which strategies are effective and which need adjustment. By making informed decisions on coaching needs, resource allocation, and strategy changes, I can swiftly address issues and capitalize on opportunities.

Do realistic , remove your perspective glasses on who is close to you / not close to you .. and see neutrally what would help the team members / would push them forward and push them for these training. in the end you should be geniunly interested in your team !

El ambiente es más cómodo cuando creas cultura de unión en el equipo en lugar de individualismo al final todos vamos hacia una meta y podemos apoyarnos mutuamente con ideas de que nos funciona , como estamos vendiendo un producto ,como atacamos a la competencia , que es lo que nos funciona en una negociación y lo que no etc… siempre eh pensado que debemos estar abiertos a seguir aprendiendo de los demás y así enriquecer nuestros conocimiento

Building a culture of shared and continuous learning in your team is the rocket fuel to sales performance! Try this, set a weekly or bi-weekly 45 mins meeting for your team where time together learning and discussing in the only agenda item! Some ideas for sessions that have worked in past are: 1) Round the room - name 1 thing you’ve tried that’s new this week (whether it worked or not). 2) Bring in a product or SME to share their wisdom with the team 3) Ask a friend who’s got a background in a skill that your team might find value to come talk about it eg. I asked a mate who works in TV to help with on screen presenting skills during Covid. 4) All watch a Ted talk or podcast together and discuss as a group

There's the tried and true adage "you don't know what you don't know until you know it." A lot of sales people who have been in the business a long time frequently think they don't need training, but nothing could be further from the truth. Everyone benefits from training on the latest techniques, or even from training on historical sales techniques that can be used or adapted to create strategies for growth. Well developed sales people are better equipped for success.

Para un equipo de ventas sólido en su crecimiento es clave invertir en formación y desarrollo continuos. Proporciónales las últimas técnicas de ventas, conocimiento del producto y habilidades de servicio al cliente a través de sesiones de capacitación periódicas. Esto mantiene al equipo competitivo y actualizado, además de demostrar que valoras su crecimiento y avance profesional. Un equipo bien capacitado trabaja con más confianza y eficacia, lo que se traduce en mejores resultados de ventas. La formación continua no solo mejora el desempeño individual, sino que también refuerza la cohesión del equipo y su capacidad para alcanzar objetivos comunes.

Providing effective sales training is crucial for equipping teams with the skills and knowledge needed to excel. Tailor training programs to address specific sales methodologies, product knowledge, and customer engagement strategies. Utilize interactive workshops, role-playing exercises, and real-world scenarios to enhance learning and application. Foster a continuous learning culture by offering ongoing coaching, mentorship, and access to industry insights. Evaluate training outcomes through performance metrics and feedback loops to ensure continuous improvement. Empowering your sales team with robust training fosters confidence, enhances performance, and drives organizational success.

Investing in ongoing training and development for your sales team is a key responsibility. I ensure my team is equipped with the latest sales techniques, product knowledge, and customer service skills through regular training sessions. This commitment not only keeps my team competitive and up-to-date but also demonstrates that I value their growth and career advancement. I’ve seen firsthand how a well-trained team becomes more confident and effective in their roles, leading to better sales results. Providing continuous training fosters a culture of learning and development, driving long-term success.

There is a culture aspect to this, just check where you are located Globally and your ways of fostering will have different results for same things done especially what i have seen Western / East is totally different Definitly have team building excercises (not related to work )

Celebrate every win, small or big. In your team meetings, encourage team members to share what worked well yesterday or what challenge they faced. BUT, don't be the only one talking, get the team involved by sharing their best practices. This not only recognizes individual contributions but also promotes a culture of learning and collaboration.

Es vital para un equipo de ventas de alto rendimiento fomentar el trabajo en equipo. Promueve la colaboración, la comunicación abierta y el apoyo mutuo entre los miembros del equipo. Reconocer los logros individuales y fomentar un sentido de éxito compartido es esencial. Al crear un entorno donde el equipo prospere juntos, se construye una unidad cohesiva que aborda los desafíos de manera más efectiva y se apoya mutuamente para alcanzar los objetivos de ventas. Esta dinámica no solo mejora el rendimiento individual, sino que también fortalece la capacidad del equipo para superar obstáculos y lograr el éxito colectivo.

As a sales manager, fostering teamwork is key to achieving collective sales goals. Create a collaborative environment where team members feel valued and motivated. Encourage open communication and transparency to enhance trust and alignment. Clarify roles and responsibilities while promoting a culture of accountability and support. Facilitate regular team meetings for idea sharing, goal setting, and performance feedback. Recognize and celebrate team achievements to boost morale and cohesion. By nurturing a strong team dynamic built on mutual respect and shared objectives, you can drive sales excellence and sustained success.

Cultivating a strong team dynamic is vital for a high-performing sales team. I encourage collaboration, open communication, and mutual support among team members. Recognizing individual achievements and promoting a sense of shared success are key aspects of my approach. By fostering an environment where the team can thrive together, I build a cohesive unit that tackles challenges more effectively and supports each other in reaching sales goals. This sense of teamwork not only enhances performance but also creates a positive and motivating work atmosphere.

Always get input from your team. You do not always need to agree or implement the input but giving your peope a voice is huge. You need buy-in and you will never fully get it unless you give your people influence on the decion you make. Your also probably going to find some wisdom from them you did not have.

Sales managers need to have a want to manage, which is always a good place to start. In my opinion the best sales managers are competent in coaching, motivating a team, holding others accountable, pipeline management and also salesperson recruitment so they are always building a stronger team. Many top individual contributors are moved into management roles without any training which can cause chaos in sales organisations. This background can have managers ‘saving’ salespeople and deals instead of supporting through effective coaching.