In addition to a managerial role, sales managers, at many firms, may also play an important role in selling. Whether he or she comes from a technical or sales background -- providing a product, market or activity specialization -- FHG supports sales managers’ performance in the following areas:
Selecting the Team (when not handled on national or VP level)
- Recruit and screen applicants
- Hire and fire salespeople
Building the Team
- Help salespeople develop skills, knowledge and competencies
- Advise and counsel
- Set goals for salespeople, measure progress, and provide feedback
Leading the Team
- Embody peak performance qualities and skills
- Motivate salespeople, and share a goal-oriented, vision of success
- Listen to, identify with, and dialogue with salespeople
- Gather personal knowledge, and connect on personal level
- Manage crises
Managing the Team
- Delegate and empower, while providing direction and advice
- Ensure that the sales strategy is implemented effectively
- Hold salespeople accountable for results
- Manage company assets, such as computers, telephones/PDAs, and remote office space
- Manage operating expenses, such as salaries, relocation, travel, entertainment and training
- Be a good general manager, attending to a broad mix of marketing, finance and human resource issues
Rewarding the Team
- Provide rewards, such as salary increases, bonuses, perks, promotions & training
- Provide rewards, such as appreciation, recognition, security, and encouragement