About the role
As well as being skilled salespeople in their own right, Sales Managers or VP of Sales are responsible for overseeing the day-today operations and overall strategy of an organisation's sales team. A successful Sales Manager will be able to motivate, mentor and coach their team, as well as analyse data to spot trends and patterns in their team's performance.
Sales manager responsibilities
- Mentor and train salespeople
- Recruit and onboard new team members
- Ensure team hits sales targets
- Report on success
- Analyse and optimise the sales team's performance
- Monitor and improve the sales process
What skills should you be looking for?
A member of your sales team has underachieved on their sales target this quarter. You have been working closely with them to ensure their future pipeline is a lot more solid, so you are confident that things will pick up for them next quarter. However, their morale is at an all time low and it is starting to affect their work rate and proactivity. What do you say to the sales person to raise their morale?
You and the team have had a hard quarter and have missed sales targets. You know the team has worked hard, but you market forces beyond your control has meant that several large deals have slipped into next quarter. You have to deliver the news to the executive team in your next catch up, what do you say?
You are about to have your 1-on-1 weekly pipeline review with one of the sales people in your team. What data do you need before the meeting and what do you ask the sales person to take you through in the meeting? What is the objective of the meeting?
You have been reviewing the recordings and conversion data for one of your sales people. It looks like their conversion rate for taking a lead from an initial discovery conversation to a demo of the product is significantly lower than the team average and industry benchmarks. What do you do?
A new sales blocker has been coming up more and more in the sales conversations, derailing several large deals recently. The sales blocker is associated with a missing feature in the product, which other competitors have started to offer as part of their software. How do you feed this information back to the product team?
As well as review guides on how to score answers to all of them?