Being a sales manager is tough. How many hats do you wear every day? If you put them all on a rack, it might circle your office!
The role goes far beyond just “managing the sales force.” You’re a motivator, forecaster, recruiter, trainer, accountant, and sometimes even a psychologist. Let’s break it down:
1. The Hirer/Firer Hat
This one gets worn way too often. Hiring or firing without proper evaluation can cost your company big money. Don’t rely on gut instinct- use sales skills assessments that reveal how someone performs under pressure, not just personality tests.
2. The Motivator Hat
One size doesn’t fit all. Every sales rep is motivated differently. Using tools like DISC profiles helps you understand their unique strengths and how to inspire each of them effectively.
3. Other Essential Hats
Forecaster/Soothsayer: Predicting pipeline and revenue.
Psychologist: Aligning business goals with personal values.
Trainer: Keeping the team sharp and ahead of competitors.
Accountant: Making sense of numbers before reporting up.
The reality: wearing all these hats can be overwhelming. That’s why every top sales manager benefits from a coach—to help you prioritize, focus, and lead without burning out.
Lead well, wear your hats wisely, and get the guidance you need - your team, your sanity, and your results will thank you.
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The Sandler NYC team delivers sales training, sales process improvement, management training, and leadership development for growing companies in and around New York City. If your sales team needs structure, consistency, and better results, contact us to talk and see how we can help.
