To effectively manage a team and stimulate business growth, the head of the sales department must have leadership skills, effective communication, deep knowledge of the market and industry, ethical principles, customer focus, readiness for continuous learning to master modern technologies, desire and ability for time management. In the process of work, he will have to act in the following roles:
Salesperson : The manager must develop an action plan that will ensure that profit targets are met. This also includes the ability to successfully negotiate and close profitable deals by establishing rapport with potential customers.
Leader . The manager is responsible for the results of the entire department. He must ensure that each employee achieves their goals, evaluate their contribution daily, and determine the effectiveness of the department as a whole.
Coach . Constantly working on improving their own professionalism, the manager acts as a mentor and example for subordinates. He shares valuable knowledge and helps them develop the same skills of successful sales and other abilities. If necessary, initiates the organization of training for the company's employees.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Personal qualities of the head of the sales department
It is also worth considering the soft skills that a manager should have:
Adequacy
When answering the question of what qualities are most important for a sales manager, the company's top managers and owners, top management and many HR managers primarily note such a quality as adequacy.
The head of the sales department often has to act as a mediator and buffer between executives, managers, and line specialists. During discussions and disputes, it is very important to calmly and clearly assess the situation.
Adequacy
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The manager has to defend his interests, the team, the company, the managers. It is not an easy task to maintain a balance of interests and take into account the moods of others. To do this, first of all, it is necessary to adequately assess the situation from several sides at once and strive for compromise.
It is advisable to defend interests as flexibly and gently as possible. For example, within a company, as a rule, specialists from the marketing department, who are responsible for attracting clients, and the sales department often conflict due to differences in the assessment of situations, their roles and approaches to solving problems.
Since the sales department is directly responsible for the sale of products, and marketing is a rather complex process where complete clarity is impossible and there are many factors that sometimes unpredictably influence the result, feedback between departments and a willingness to think about each other's arguments are important.
It is necessary to maintain normal working contacts for work, adhere to an adequate and respectful assessment of the opinions of colleagues, remove misunderstandings and be able to realis