Great Salespeople Can Be Great Sales Managers

The Pitch
Great salespeople DO make great sales managers… This isn't just a hopeful statement; it's a pattern observed across successful sales organizations. The transition from sales rep to sales manager is a journey from executing sales to inspiring them. The skills that make someone a top-performing salesperson are not left at the door when they step into a management role; instead, they become the foundation for their leadership style. According to a study by the Sales Management Association, sales managers who continue to engage with the core skills they developed as sales reps see a 15% higher performance in their teams. Let's dive into how leveraging these sales skills can transform a good manager into a great leader.

Connecting
The ability to connect with people is what often sets apart good salespeople from the rest. When these individuals step into a managerial role, this skill becomes even more crucial. It's not just about making a sale anymore; it's about inspiring a team to make those sales collectively. A manager who can connect with their team can foster a sense of unity and purpose. They understand that each team member has unique motivations and by tapping into these, they can drive the team to achieve more. This deep connection with the team leads to an environment where trust is the norm, and with trust comes the freedom for the team to innovate and take calculated risks. Managers who connect well with their team can also better manage conflicts, ensuring that disagreements lead to constructive outcomes rather than lingering issues. Moreover, the ability to connect can help managers to mentor their team effectively, providing personalized advice and support that resonates with each individual. This personal touch not only boosts morale but also loyalty, as team members feel genuinely cared for and understood.

Questioning
In sales, the power of questioning lies in uncovering the needs and desires of the customer. In management, questioning helps in understanding the aspirations and challenges of the team. A manager adept in questioning can lead their team to insights and self-reflection, which is essential for growth. This skill is about fostering a culture where inquiry is encouraged, and every question leads to a deeper understanding of the business and its goals. It's not about interrogating but about exploring together. When a manager asks the right questions, they can guide their team to uncover inefficiencies in their processes and identify opportunities for improvement. This approach also helps in setting clear and achievable goals, as it ensures that all team members are on the same page and fully understand what is expected of them. Effective questioning can also lead to better decision-making, as it encourages a thorough analysis of all available information before any commitments are made.

Listening
Active listening is a skill that's invaluable in sales and indispensable in management. A manager who listens can truly understand the needs and concerns of their team. This skill goes beyond hearing words; it's about interpreting tone, reading body language, and being fully present in conversations. When a manager listens actively, they can provide more nuanced support to their team, tailor their coaching to individual needs, and create a culture where feedback is both given and received effectively. Listening also plays a crucial role in conflict resolution, as it allows managers to understand all sides of an issue before making a judgment. Furthermore, by listening to their team, managers can gather insights that inform strategy and decision-making, ensuring that the team's on-the-ground experience is reflected in the broader sales strategy.

Helping
The essence of sales is helping customers solve problems, and in management, it's about helping your team to succeed. A manager who is focused on helping their team will work to remove obstacles, provide resources, and facilitate growth opportunities. This proactive approach to leadership means anticipating challenges before they arise and addressing them swiftly. It also means being available and approachable, so team members feel comfortable seeking out help when they need it. By prioritizing the success of their team, a manager can build a supportive and collaborative culture, where everyone is working towards a common goal. Helping isn't just about responding to problems; it's about empowering the team to develop their skills and confidence, so they can tackle challenges independently in the future.

Encouraging
Encouragement is the fuel that keeps a sales team going. As a manager, offering encouragement can boost morale, increase engagement, and drive performance. It's about celebrating the wins, however small, and providing support during the losses. An encouraging manager recognizes effort and progress, not just results. This recognition can go a long way in building a resilient team that's equipped to handle the ups and downs of the sales process. Encouragement also helps in fostering a positive team culture, where members feel valued and motivated to contribute their best work. By being an encouraging leader, a manager can inspire their team to strive for continuous improvement and to reach for higher achievements.

So What?
The skills that make a great salesperson are not discarded when they become managers; they are amplified. Connecting, questioning, listening, helping, and encouraging are not just sales skills; they are leadership skills that drive team performance and cohesion. Implementing these skills in management practices leads to improved team dynamics, better performance, and ultimately, higher sales figures. For a sales manager aspiring to be a leader, these skills are the bridge to that transformation, making them the leader everyone wants to work for.

Next Steps
✅ Practice active listening in every interaction.
✅ Ask open-ended questions in team meetings.
✅ Schedule regular one-on-one connecting sessions.
✅ Offer help before it's requested.
✅ Recognize and encourage daily wins.

Closed Won!
As you continue to use your sales skills in your role as a manager, remember that the core of your job hasn't changed – it's about people, relationships, and results. What have you done that worked, what are you trying to help level up your reps and make you the Sales Leader you wanted to work for? Share your experiences and strategies. Your insights are invaluable as we all strive to become the leaders who not only manage but truly lead.

Leave a comment or question below, let's help each other, and our reps move those deals to "Closed Won!"