Sales Managers have to wear a lot of hats on a daily basis. They are the boss, but they also have to be coaches, motivators, trainers and even have to play referee at times. As important as all of those roles are, the most important role is setting the course for your sales team.

Every company has a vision of what they want to be and what they want to stand for, it’s up to the sales manager to lead their sales team with that vision in mind. Your salespeople should then proceed about their business while being guided by the vision that the manager has set.

It’s ok for managers to dream, to see what might be possible. Start with your staff and what they are capable of if they receive the right leadership. Allow yourself to see your dream and then set a course to achieve it. Of course your decisions should be based in reality and what is happening, but seeing what could be is ok as well.

If the vision of a company or a sales manager is going to become reality, then it’s vital that the sales team is kept informed of everything that is happening. They can’t carry out your vision if they do not exactly what it is, keep your staff informed and then expect results.

Simply having a vision and a staff to carry it out is not enough, every vision needs a plan. It’s up to the sales manager to devise a plan that will lead to that vision becoming reality. Develop short-term goals, both for you and your team, which will help you achieve whatever your vision is.

Make sure your staff is aware of the goals and ask them to come up with their own personal goals that work in concert with the vision of the company. If they are accomplishing their goals, then the company is accomplishing its goals and the vision eventually becomes reality.

The sales team is vital but it is up to the leader, the sales manager, to create the vision and then come up with the plan to obtain it. The exciting part happens when everyone is on board and that vision becomes a way of life for your company.

FINAO - Brad Huisken