What does a senior sales manager do?

Good question. Managing and Leading Sales people is like herding cats. Additionally, you are in the middle of what upper level management wants and what can be delivered by the Sales team. Number 1 is being a coach and mentor. Biggest problem with many Sales Managers is they take over the sale from the sales people, and put a tremendous burden on themselves. Sales Objectives has to be a mutual engagement between Manager and sales rep. Dictating down does not work. Helping set clear SMART goals which will both satisfy management and help the sales rep is mission critical.

In the dynamic field of sales, a Senior Sales Manager plays a pivotal role. Their expertise lies in defining clear sales objectives and spearheading a winning team. This leadership ensures not only the achievement of targets but also cultivates a high-performance culture. I also believe a primary task of leadership lies in defining objectives with utmost clarity and expectations and if this is done well, Execution and team alignment is faster.

A Senior Sales Manager is a person with already a lot of experience in Sales. Therefor the expectation is, that this person is able to realize higher turnovers than Sales people with less experience.

Il a également la responsabilité du résultat de ses équipes, il doit donc s’assurer de la formation technique et stratégique de ses cadres commerciaux. La dynamique et la performance de l’équipe d’aujourd’hui ouvre les portes aux stratégies possibles pour demain

First thing first, be senior, lol! What I mean is if you are the Senior in the department people look up to you for learning about your experiences so they can not repeat the same mistakes or if you have been doing some process right they can make sure to follow your footsteps, be approachable, someone that your team members can quickly come to in the situation where they need you. You should lead and inspire your team, set clear expectations, and foster a positive culture. Shape and execute the overall sales strategy, identify new opportunities, and understand market trends. Build strong client relationships, ensuring satisfaction and contributing to long-term partnerships.

Una de mis estrategias de ventas es el visual... estar presente y activos en LinkedIn, hacer Ferias internacionales.....permite crear una reputación. La gente cuando tiene la necesidad solo tiene que recordar tu NOMBRE.

Understanding the nuances of different market segments allows the senior sales manager to tailor strategies that resonate with each unique segment. Identifying key demographics, psychographics & buying behaviors within these segments is essential for creating targeted & effective sales approaches. In today’s digital age, selecting and utilizing the right sales tools and technologies is vital. This could involve CRM systems, data analytics tools, digital marketing platforms, and more. These tools not only streamline the sales process but also provide valuable insights into customer behaviors and sales trends.

Uma estratégia de vendas está muito relacionado ao produto e ecossistema de negócios que o produto se encaixa. Vou dar um exemplo para ficar mais claro. Imagine um produto para o setor financeiro que ajuda as empresas a captar pedidos de empréstimos de forma mais segura e assertiva. Para essa miss?o precisamos entender o que torna insegura e equivocada os pedidos, desta forma posicionar seu produto melhorando a seguran?a para emprestar dinheiro para quem tem mais chance de pagar e sendo assertivo trazendo leads que queiram ou precisem de empréstimos. Conhecer sua solu??o, o mercado e os concorrentes é o básico para uma estratégia vencedora.

They are responsible for developing strategic plans that expand the company’s customer base and ensure its strong presence in the market. This involve setting goals and defining sales tectics that align with the company’s broader business objectives.

A senior sales manager needs to be a coach and motivator but not a cheerleader. A cheerleader is all froth and bubble without substance. A great senior sales manager gives TRU coaching guidance. That is coaching that is: Timely - Relevant -Useful. If you do that then sales team members will thank you everytime. Miss anyone of the TRU elements and you r coaching will be ineffective. Two other key roles you have is to celebrate improvement . This is about coaching with a growth mindset. Secondly you must not tolerate a toxic team member not matter how successful they are at reaching their numbers. "Brilliant Jerks" as Netflix CEO Reed Hastings calls them have no place in a team culture. Do this and your team will thank you for it every time.

Un gerente de ventas senior, debe tener un liderazgo efectivo, la implementación de métricas para medir y evaluar el desempe?o de las ventas, y la colaboración en la creación de estrategias de ventas. Sin embargo uno de los desafíos y retos más importante es potenciar, entrenar, motivar, capacitar y obtener el mayor potencial de su equipo de ventas. Recuerde que parte de sus funciones es el mentoring y el coaching para el equipo.

Every sales individual has key strengths and weaknesses. As a manager it is key to enable team become aware of their strengths and weaknesses and cultivate a learning environment for each member. Tailored coaching sessions is key which eliminates a one size fits all approach. This way you are able to amplify the strengths of each Individual and work on diminishing their weaknesses.

Nurturing & Inspiring Sales Teams is the extended role of a Senior Sales Manager. This role transcends beyond mere management to encompass coaching, motivating & supporting the sales staff in their professional growth & achievement of both individual & team objectives. Key to this role is offering regular, constructive feedback to team members. This involves not just pointing out areas for improvement but also acknowledging and celebrating their successes and milestones. Recognition of achievements serves as a powerful motivator and reinforces positive behavior and outcomes.

As a sales manager I like to schedule regular one-on-one coaching sessions with each team member to discuss their unique strengths, challenges, and career goals. Tailor coaching approaches to address individual needs, providing personalized guidance and constructive feedback. I normally celebrate milestones in team meetings, emphasizing the collaborative effort. Additionally, organize team-building activities to foster a positive and cohesive environment. This creates a culture where team members feel valued, motivated, and connected, contributing to overall success. And it works!

In my experience, a Sales Manager is responsible for creating a high-performing sales team, optimizing sales processes, and contributing to the achievement of the company's overall business objectives. Their role is dynamic, requiring a combination of strategic thinking, leadership skills, and a deep understanding of the sales landscape.

They guide their team to qualify the right customers and pitch the right solution. They also set example by helping their team members close deals to motivate them. Meeting OEM partners to maintain strong relationships, manage and oversee sales targets and overall budgets for their division / branch is important part of their job profile. Managing the cash flow and making sure the receivables are collected before payables become due is a big plus point. Its all about managing 3 M's. Manpower, Money and Machinery.

Gerenciar n?o é operar toda a Estrutura de Vendas. Gere coopera??o entre as áreas, seja o direcionador das a??es, coordene, gerencie sem travar as engrenagens. Seu time deve ser ágil e independente, n?o conhe?o perfil que deseja ser mais independente que um bom vendedor. Eles gostam de ser donos de seu tempo, ter liberdade para criar rela??es e ao mesmo tempo precisam de apoio e gest?o. Mas cuidado para n?o cair na lideran?a Gaivota que fica sempre procurando algo, se procurar sempre irá achar, crie mecanismos de melhoria continua em vez de ficar procurando problemas que nem existe processo para coibi-los.

In sales management, you need to be circumspect about what you execute. The sales manager is responsible for planning, and coordinating with sales team. He or she is responsible for driving sales. Marketing is a key thing for the sales manager for the promotion of products and services to increase sales. Training the sales team should be one of his attributes.

They actively engage in selling , negotiating deals and closing sells with key clients. This requires in an in depth understanding of the company’s product and services and the ability to communicate value to potential customers

A skill that is not necessarily appreciated. Is that of a diplomat. Once you are a manager representing a team or an entire department, you have to not only deal with the very important human issues of the team, but also the internal politics of the organisation. It’s a fine balance of empathy and logic. Juggling expectations, while dealing with the curveballs that life throws at you and also ensuring that you fit into the systems of the company is hard. There is no formula for success, and on this occasion there is no substitute for experience.

Para un gerente de ventas es muy importante estar siempre pendiente del mercado, si su sector esta o no en crisis. Actualmente estoy en el mundo de los componentes electrónicos. Lo más importante también es tener mucha comunicación con sus clientes y proveedores. Hay una frase que me gusta mucho : "Your smile is your logo, your personality is your business card and the way you make others feel is your trademark."

I remember back when my youngest daughter was about 12 years old. I love having philosophical and business related conversations with her. One time, I asked her, "Nikki, what's the secret to business success?" Her response. "Well dad. You have to sit at your desk all day, type on your computer, and drink coffee. That's the secret to business success." I wonder where she got that idea from? ??

My children used to say that "you have to sit on a conference call and laugh and some of the bosses bad jokes" :-) I then said to them "not really, you don't have to laugh (all the time)"....... However as time went on me and my peer team had great relationships over the years so one time my kids ask me "Dad i thought you only had one brother and no sisters, why is everyone you talk to on the phone your brother or sister"? I then said "that is a term of love and respect in our industry. The hard work and dedication that all of us have makes us a sort of family".

Overall, a senior sales manager is a highly skilled and experienced professional who is responsible for leading and driving a successful sales team. They must be strong leaders, effective communicators, strategic thinkers, and data-driven decision-makers.