What do you expect from your sales manager ?

I'm a relatively new sales manager (1 year) being promoted internally to lead a team of relatively junior Enterprise AEs.


I (think) have a really good legitimacy and ability to help my team members progress and close deals and spend a lot of time on coaching them around these aspects.


But... I'm most likely missing out on many other aspects so keen to read the views of Account Executives on what they want out of the relationship with their sales managers.

🧢 Sales Management
23
antiASKHOLE
Tycoon
11
Bravado's Resident Asshole
This is where 1-1's come in. dive into those and start asking the real questions. Not just those pertaining to quota and pipeline. Once they know you care, only then will they care how much you know
NotCreativeEnough
Big Shot
10
Professional Day Ruiner
-don't micromanage
-coach when needed
-make yourself available without being overbearing
-always, always, always have their backs when they inevitably end up going head to head with other departments
-make it known that what's in their best interest is also in your best interest. So whenever they have a problem, you also have a problem and can help them solve it.
-listen. nobody wants to have a manager that's constantly telling them stuff or trying to solve every problem for them. Sometimes your job as a sales manager is to just let your team vent to you about whatever is getting on their nerves.
antiASKHOLE
Tycoon
5
Bravado's Resident Asshole
ohh yeahh!
askMeathead
2
VP Sales
Good stuff NCE
SalesArmyKnife
Good Citizen
1
Sales Manager
That helps, I guess I'm guilty of the last one (trying to solve every problem)
NotCreativeEnough
Big Shot
0
Professional Day Ruiner
I think when you're a genuinely nice/helpful person that one is easy to overstep on accident. There's a fine line between supporting your team and making them look/feel like they can't do anything on their own. Being a good leader means being there for your guys, but it also means that sometimes you're playing therapist
SalesArmyKnife
Good Citizen
1
Sales Manager
100%, I’m reading up on that notion of being an accidental diminisher
Gasty
Notable Contributor
1
War Room Community Manager
excellent list !
YosemiteJack
Good Citizen
1
Director - Key Business
Phenomenal list. I’ve been given a couple others (I’m also relatively new to leading a team - 1+ year):
(1) create an environment where it’s okay to fail. This way they’re open and honest with you when they inevitably do make mistakes.
(2) periodical 1 on 1’s are crucial. Someone else I believe mentions this but I learn so much with everyone I do - where they’re at, what they struggle with, what they need, etc.
YosemiteJack
Good Citizen
1
Director - Key Business
Also, now realizing I probably make the mistake of trying to fix everything they come to me with.
revenuegenerator
Praised Answer
8
Sales Management
-Clear all interdepartmental hurdles out of my way
-Fight for me (territory disputes, adding new accounts, etc)
-Teach me how to do the job better (qualify better, close faster, etc)
-Make my life as a seller easier, not harder
-Provide me advancement opportunities

IMO it pretty much boils down to that
Kosta_Konfucius
Politicker
0
Sales Rep
Fighting for me is the biggest thing tbh
LordOfWar
Tycoon
7
Blow it up
To leave me alone and take everything I say as the word of god.
SalesArmyKnife
Good Citizen
4
Sales Manager
This is a perfect world, a world where my job isn't needed
SaaSsy
Politicker
3
AE
haha 100%
CuriousFox
WR Officer
6
🦊
Transparency, support, and communication.
jefe
Arsonist
5
🍁
I think it's important to be available and helpful where/when they need it, but not too involved when they don't.

It's often hard to know which to do at a given time.

Make sure you empower your team instead of micromanaging.
SaaSsy
Politicker
3
AE
I know this may seem groundbreaking but...have you tried asking them? Personalities, motivation and dealing with challenges can vary a lot amongst a team of AEs. Prove you have their back and will fight for/with them and you'll be great.
ChumpChange
Politicker
2
Channel Manager
Support, transparency, guidance, and career coaching.
TennisandSales
Politicker
2
Head Of Sales
i want my leader/manager to help remove roadblocks for me. thats the number one thing.

if I respect their sales skills, then I would also like for them to give me tips on how to handle certain situations better. But for me, Ill ask about that.

i dont like it when ppl give advice unsolicited.
SoccerandSales
Big Shot
2
Account Executive
I need someone to empathize when I need to complain and someone to help advise when I am not sure what to do.
PineappleYa
Opinionated
2
AE
Bc Everyone is different- diff skills/weaknesses/learning styles etc…

1. Ask ea person about their strengths/weaknesses & where they want help or have the most to learn -then make actionable plans/resources for them to skill up
2. ask about how they like to be managed/checked on unless there is an issue
& how they prefer to receive info when there is an issue/feedback . Set a cadence to check in & let them choose frequency for the first few mo until you determine who may need mire or less
3. Be available during working hrs & never act put out by a chat/email/call that isn’t scheduled… show your available and then actually BE available
4. Be knowledgeable - hopefully you know more than the average bear on your team… but maybe not. If you don’t know answers
Don’t just tell your team where they can find the answers- they are busy & getting pointed to a trail of crumbs is annoying af- tell them the place to find it after u definitively determine that is the answer and come bearing said answer . Nothing is more annoying that ur superior telling you oh its in x place or talk to x and then thats wrong…
5. Be honest & up front esp abt stuff that sucks . Don’t try to sugar coat, empathize and then find a way to overcome, pivot /withstand, or loophole shitty changes or bad calls.
6. Stand up for your team, your customers, common sense, efficiency etc… voice problems and ask for feedback to bring to leadership… if standing up means asking a question you aren’t standing up- it’s presenting a compelling case like a lawyer and not backing down at the first no-we are in sales you of all ppl should be versed in turning no into yes. Make sure you proactively address pay disparities and ask for the most you can for those who do the most for the team /segment & also are good ICs & make sure they get it.
7. Get to know each person’s why. Why here/why this product, why sales, why make $.
Without being a creep (this means you have to actually care) what was their upbringing like, how are things at home, hows their health, what are their fears, what makes them happiest etc…
Do this so you know how & when to motivate and how to give feedback and when to back off /shift some quota elsewhere etc…
8. Share the same above with them so they know you & are invested in you/trust you.
9. Learn from them as well & ask every time u talk to the team or individual what they need from you and leadership. Then follow up & follow through.
10. Be respectful/accountable/kind . Keep learning yourself.
SalesArmyKnife
Good Citizen
0
Sales Manager
Thank you, that’s a great North Star !
HeavenstoBetsy
Opinionated
1
BDR
Talk about something other than KPIs the whole time.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
What I expect:
Be there when I need you and get out of my way when I don't.
ZSY
1
Sales Manager (Mid-Market)
A coach. Not an activity trainer. A coach.
saaster
Fire Starter
1
Account Executive
To let me do my job which is closing business and understand that there are a million ways to be successful in this gig.

My current manager is the best I’ve ever had and he told me that my responsibilities are to literally open as many opportunities as possible and to close business and he’d take care of the rest and has 100% executed - need an approval? Got it. Sales ops a pain? Gone. Need a power matching over the top email, call to dm? Done with no ghost writing.

He’s blunt and direct as hell if I’m fucking up. Cheers when I’m doing well. Knows that if we call his cell we need him 5 min ago and answers and can actually help with a deal. He’s also a legit good salesman rather than being a flamed out yes man.

I also appreciate that he’s a normal dude and actually acts like it.
SalesArmyKnife
Good Citizen
0
Sales Manager
Sounds a lot like what I would like my team members to say about me.

I’m probably still far on the confrontation / bluntness part you mentioned, which I feel wouldn’t work with most of my team members.

But if your manager is good he probably has a tailored way of working with each AE in the team, or has only 1 way and it’s working very well for you :)
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
If I may, this has come up before, and if you search "sales manager" you'll see some other posts that should give you even more insight.

Good luck to you!
SalesArmyKnife
Good Citizen
0
Sales Manager
I did look up for previous posts/questions on this topic and weren’t successful. Thanks for pointing it out I’ll hit the exact search you shared.
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