Sales Manager vs Sales Coach

Every salesperson is different.

Are you treating them that way?

One of the keys for you, if you’re managing your sales team, is understanding that each of your sales reps is different.

Each one responds differently to you and to external situations. This is not to say you don’t have rules that apply to everyone.  It means each one of your sales reps has their own goals, dreams, motivations, and fears.

Get close to them and learn what those are for each one so you can help them. By helping them you are also helping yourself.

I think there are only two times a Sales Manager should be called “Manager:”

1. When they hire someone.

2. When they fire someone.

The rest of the time, the Sales Manager is really the sales team’s coach. Like any good coach, the Sales Manager’s main job is to get the best out of every one of their players/reps while moving the entire team forward.

This is a key concept for anyone in the position of Sales Manager.  Being a coach isn’t an easy job. But as a smart man (my father) told me many years ago; “If it was easy, they’d hire any schmuck to do it.”

It will bring you great satisfaction to build a harmonious, well-trained, fiercely competitive, and wildly successful sales team. Go get ’em, coach!

And, if you haven’t already, to get your week off to a great start, please subscribe to my new LinkedIn Newsletter, The Sunday Starter –

P.S. If you want the complete Sales Manager’s Checklist, with 12 action items to build a great sales team, click HERE

90% of sales outcomes are a result of what’s going on under the surface. I call this The Iceberg Effect. As salespeople that 90% will have a profound impact on your income. If you want to control and improve that 90% go here or Follow me on LinkedIn here. 

Factional sales management
Fractional sales management