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The New Reality for Sales Managers

Published on October 31, 2016 |

Today’s sales managers are more than revenue generators. They’re also responsible for accurate forecasting, which impacts every level of the business. By going beyond raw sales figures to utilize available data and analysis, they can guide their teams—and your company—to greater success.

This increased accountability encourages managers to use their business’s data to understand what’s really driving ROI—as well as the company’s strengths and weaknesses. By determining underlying causes rather than just relying upon results, they’ll be better armed to both create efficiencies and boost effectiveness.

Using Data Wisely

The days of estimated forecasts are gone. Now, there’s enough data at sales managers’ disposals to determine which specific sales activities are delivering results, and how. An astute manager can:

  • Pour resources into activities that are working well
  • Proactively address those activities that need to be adjusted
  • Pinpoint managerial methods to promote the most successful activities
  • Stimulate sales reps to focus on success-building insights and activities

Taking Responsibility

If sales managers are going to do this, it requires greater accountability across the board. This will mean:

  • Setting clear expectations for each role on the team—including managers
  • Holding teams responsible for performance, which encourages shared accountability to one another
  • Embracing and working through conflict by initiating tough conversations and sharing observations on performance
  • Regularly giving praise to team members in addition to issuing challenges

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