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12 Sales Management Skills

Sales Management and Sales Force Management are critical in driving revenue growth for a company. Therefore, companies need to develop area sales manager job description and responsibilities the NLP way.

Sales Management Skills

Developing Sales Manager Skills and Responsibilities with NLP Approach

This article explores sales management skills and people skills with Neuro Linguistic Programming tools and techniques. Sales managers must improve leadership, communication, strategic planning, performance management, and more. Whether you’re a seasoned sales manager or aspiring to become one, this guide will provide valuable insights and practical tips to help you succeed.

We all know that sales managers lead sales teams. But why do some sales managers consistently meet their targets? They hire, build and retain great salespeople. 

Brian Tracy and Rajiv Sharma (Two Best Sales Trainers)

Rajiv Sharma and his team at NLP Limited have surveyed 1462 sales managers and leaders in the last year to create a model framework of Great Sales Managers. The survey revealed that being a successful sales manager requires more than just knowing sales techniques and being a salesperson.

In this survey of business professionals, 86% disagreed that great salespeople make great sales managers. 

12 Sales Management and Sales Force Management Skills

Sales managers need a range of 36 essential skills and responsibilities that enable them to lead, motivate, and manage their teams effectively. The top 12 sales management skills recommended by most managers and leaders are listed below in no specific order:

  1. Leadership Skills 
  2. Communication and Interpersonal Skills
  3. Hiring, Managing, and Coaching Skills
  4. Negotiation and Problem-Solving Skills
  5. Time Management Skills
  6. Strategic Planning Skills
  7. Performance Management Skills
  8. Sales Techniques
  9. Product Knowledge
  10. Meeting the Sales Targets 
  11. Utilizing Technology for Sales Management
  12. Applying Motivational Techniques in the Workplace

Let’s dive deep to understand these skills from Neuro Linguistic Programming Perspective:

  1. Leadership Skills for Sales Management

Leadership is a critical skill for any sales manager. It involves inspiring and motivating your team, creating a culture of accountability and excellence, and setting an example for your team to follow. As a sales manager, you need to lead by example and demonstrate the behavior you expect from your team. 

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Organizations encourage managers to identify their strengths and weaknesses. Then, look at their requirements to develop leadership skills leadership style and consider seeking feedback from your team or a trusted mentor. 

Self-awareness is a crucial aspect of effective leadership. You will enhance your leadership skills by understanding your strengths and areas for improvement.

Another way to develop your leadership skills is to take leadership courses or coaching. Many organizations offer leadership development programs focusing on essential communication, decision-making, and conflict-resolution skills. In addition, Coaching and Neuro Linguistic Programming Skills are valuable tools to help identify your blind spots and develop an action plan to improve sales leadership skills.

  1. Communication Skills and Interpersonal Skills for Sales Management: 

As a sales manager, you are the face of the company, and your ability to communicate effectively and build strong relationships will make all the difference in achieving success.

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Effective communication and Interpersonal Skills are essential for every sales manager to build relationships, manage expectations, and collaborate with other departments. As a sales manager, you need to connect and communicate clearly and effectively with your team, customers, and stakeholders. 

NLP helps you improve your communication skills, focus on active listening, ask open-ended questions, and provide clear and concise feedback. Active listening involves reading body language, paying attention to keywords the other person is saying, asking clarifying questions, and summarizing their key points. 

Open-ended questions help you gather more information and insights from your team or customers. Clear and concise feedback builds the sales team to understand what they need to work on and achieve their goals.

Another way to improve your communication skills is to practice public speaking. Public speaking helps you build confidence, articulate your ideas more clearly, and engage your audience effectively. Join a public speaking club or take classes to improve your skills. 

So, take the time to develop these skills and watch as your sales team and business thrive. 

  1. Hiring and Coaching Skills for Sales Management: 

The success of any sales team starts with hiring the right people. Therefore, sales managers need to have strong hiring skills to build a high-performing team. Here are some essential skills that sales managers must possess:

Coaching Skills

NLP Trained Sales Managers to get the right set of tools and techniques to recruit suitable business candidates, enhance their selling skills and coach them regularly, inspire them, and reprimand them when required. Rajiv develops sales managers on the following skills: 

  • Understanding the job requirements

Sales managers need to have a clear understanding of the job requirements to identify the right candidate. In addition, they must understand the key skills and experience needed to succeed in the role.

  • Effective screening and interviewing

Sales managers develop effective screening and interviewing skills to assess candidates’ qualifications, skills, and experience. They identify candidates who fit the role and align with the company culture well.

  • Knowledge of the market

Sales managers understand the market well to identify top talent and stay ahead of the competition. They know where to find candidates and what attracts them to a job opportunity.

  • Coaching Skills for Sales Managers

Coaching is essential for sales managers to help their team reach their full potential. Rajiv sharma builds key coaching skills that empower sales managers to lead their teams more effectively and achieve results. 

  1. Negotiation and Problem-Solving Skills for Sales Management

As a sales manager, developing negotiation and problem-solving skills is crucial to your success. In the sales world, negotiations are a daily occurrence, and being able to handle them effectively will make or break a deal. In addition, it’s essential to understand the needs and wants of both parties involved in a negotiation and to find a solution that satisfies everyone.

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Problem-solving skills are also essential in sales management. Whether finding a solution to a customer’s issue or how to increase sales in a slow month, thinking critically and creatively is vital. 

Developing these skills takes practice and experience, but resources are available to help. Attend workshops or seminars, read books on negotiation and problem-solving, and seek feedback from colleagues and mentors. By continuously improving these skills, you’ll become a better sales manager and a more valuable asset to your company.

  1. Time Management Skills for Sales Effectiveness

As a sales manager, time management skills are crucial to your success. 

Time Management

 You have a lot on your plate, from managing your team to meeting with clients and analyzing sales data. Developing effective time management skills will help you stay on top of everything and ensure you make the most of your time. 

One important strategy is prioritizing your tasks and focusing on the most important ones first. This approach helps you avoid getting bogged down in less important tasks and ensure that you’re making progress on the things that matter most. 

Another key strategy is to delegate tasks to your team members whenever possible. This strategy helps you free up your time and ensure that everyone on your team contributes to the overall success of your sales efforts. 

To manage time well, setting clear goals and deadlines for yourself and your team is important. Setting goals allows you to stay focused and motivated and ensures that you’re making progress toward your sales targets. 

By developing strong time management skills, you become a more effective sales manager and achieve greater success.

  1. Strategic Planning Skills for Sales Management: 

As a sales manager, you need to have a strategic vision for your team and the ability to develop and execute sales strategies. Strategic planning involves analyzing market trends, setting goals, and developing action plans to achieve those goals.

Strategic Planning for Sales Managers

To develop your strategic planning skills, analyze market trends, and understand your customer’s needs and behavior. Use data and insights to inform your sales strategies and make informed decisions. 

A sales manager’s role is to work with upper management to determine sales goals. Therefore, sales managers must be smart enough to peep into the future and predict market conditions. These decisions are made based on many factors, like the economy, the market for individual products, issues related to distribution and supply, and of course, the quality and selling skills of the team.

NLP Sales Manager Training prepares the participants to set sales goals while keeping in all the variables that contribute to growth.

Set SMART goals: Specific, Measurable, Achievable, Risk, and Time-bound. Then, align your team’s efforts with the company’s overall objectives and develop action plans to achieve those goals.

Regularly review and adjust your sales strategies based on your results and feedback from your team. The ability to adapt and pivot your strategies in response to changing market conditions is essential for any sales manager.

  1. Performance Management Skills for Sales Productivity: 

Performance management is a critical responsibility for any sales manager. It involves setting expectations, monitoring performance, and providing constructive feedback to your team. In addition, performance management helps you identify areas for improvement and help your team achieve its goals.

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To improve your performance management skills:

  1. Start by setting clear performance metrics for your team.
  2. Regularly monitor and measure their performance against these metrics.
  3. Provide feedback and coaching to help your team improve their performance.
  4. Recognize and reward your sales team for their achievements to motivate them to achieve their goals.

Next, conduct regular performance reviews to assess your team’s progress and identify areas for improvement. During the review process, provide specific positive and negative performance examples and use data to support your feedback. Finally, set goals and action plans for improvement and provide ongoing support and resources to help your team achieve these goals.

  1. Sales Techniques for Sales Managers: 

As a sales manager, you need a good understanding of sales techniques and be able to coach your team on effective selling strategies. Sales techniques involve identifying customer needs, building rapport, presenting solutions, handling objections, and closing deals. 

Sales Funnel Techniques

Salespeople don’t just wander outside and start showing selling skills; they have specific sales goals and are often supplied with a list of potential clients or buyers. It’s up to the sales manager to decide which sales representative will call on which potential buyers, in which order, and what samples or supplies.

Sales Managers decide what strategy they will use to achieve their sales targets, like the route to marketing strategy, sales strategy, channel partner strategy, online strategy, pop-up shop strategy, retailer and distributor strategy, Direct Selling Agents strategy, etc. Therefore, strategy and execution play a vital role in achieving business targets.

Start by staying up-to-date with the latest sales trends and techniques to improve your sales techniques. Attend sales conferences, read sales books, and network with other sales professionals. Role-play with your team to practice different selling scenarios and provide feedback on their techniques.

Provide ongoing coaching and training to help your team develop their sales skills. Identify areas for improvement and provide resources and support to help them achieve their goals. Finally, celebrate their successes and use their achievements as examples for the rest of the team to follow.

  1. Product Knowledge for Sales Managers: 

While the sales representative closes the deal, the sales manager works with marketing and advertising professionals to ensure buyers know about and are excited about the product or service being sold.

objectives of sales management

The sales manager also generates high-value leads and provides direction on approaching individual clients or buyers.

Sales managers make presentations for business collaborations and partnerships. In addition, they use B2B selling skills here to influence their corporate clients.

  1. Using Technology for Sales Management:

In today’s fast-paced business environment, sales managers need to be equipped with the latest technology to stay ahead of the competition. 

functions of sales management
Functions of Sales Management

Utilizing technology for sales management assists sales managers in streamlining their processes, improving communication, and increasing productivity. With the right tools, sales managers easily track their team’s progress, monitor sales activities, and analyze data to make informed decisions. 

One of the most effective technologies for sales management is Customer Relationship Management (CRM) software. This tool allows sales managers to manage customer interactions, track leads, and automate sales processes. Another helpful technology is sales enablement software, which provides sales teams with the right content and tools to close deals. 

With the help of technology, sales managers improve their team’s training and development by using e-learning platforms and virtual coaching tools. In conclusion, utilizing technology for sales management is essential for sales managers to develop their skills and responsibilities. 

By embracing technology, sales managers increase their team’s performance, drive revenue growth, and achieve their sales targets.

  1. Motivational Skills for Sales Teams:

To develop effective sales management skills and responsibilities, applying motivational techniques in the workplace is crucial. In addition, motivating your sales team is essential to achieving your company’s sales goals and objectives. 

area sales manager

One effective technique is to provide incentives for top performers, such as bonuses or promotions. Additionally, setting achievable goals and providing regular feedback help keep your team motivated and engaged. 

Creating a positive work environment fostering collaboration and teamwork is also important. Recognizing and celebrating individual and team achievements go a long way in boosting morale and motivation. 

Finally, providing opportunities for professional development and growth will help your team feel valued and invested in the company’s success. 

By implementing these motivational techniques, sales managers build a high-performing sales team driven to succeed and achieve their goals.

  1. Meeting the Sales Targets: 

Ultimately the Sales Manager is responsible for meeting targets. Sales Managers trained by Rajiv don’t put all their eggs in one basket. Rajiv coaches them to develop various ways of meeting their sales targets. As a result, they become proactive and think well in advance to build their pipeline for the future.

Best Sales Trainer in India Dubai Rajiv Sharma
Best Sales Trainer & Coach – Rajiv Sharma


We use the MARK Model methodology to ensure your sales teams meet the business goals. Selling Skills with MARK – Mindset, Action, Repetition, Knowledge

Salespeople go out and close the deals. But if sales are lower than expected, the sales manager hears about it first. After all, a manager is responsible for monitoring and managing the sales process. NLP coached sales managers to know what to do when the team is not meeting its target.

Without a competent, proactive sales manager, even the best sales teams will face challenges in achieving targets, be it prospecting, handling objections, or closing deals.

With a reliable sales manager, even relatively unskilled sales agents achieve targets with support, coaching, and resources. 

Conclusion Developing sales manager skills and responsibilities is essential for driving revenue growth and achieving success in any business. Leadership, communication, strategic planning, performance management, and sales techniques are all critical skills for any sales manager. By developing and enhancing these skills, you can build a successful sales team, achieve your revenue targets, and lead your organization to success. Use the tips and strategies outlined in this article to develop your sales management skills and responsibilities and drive revenue growth for your business.

Write to now for a bespoke presentation on how NLP can help you Develop Strategies for Your Business.

More resources for you:

Why NLP Sales Training Programs are The Best…… read further

Using Advanced NLP Methods, we Develop Sales Behaviors.. read further

Learn How to Sell Virtually……read further


How NLP worked with a Large Bank in Africa to Achieve Sales Targets?

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