Sales management jobs borrow from many of the same principles as sales jobs. Both positions require a “go-getter” personality type, someone who works primarily independently, and good communication skills. However, a sales manager takes all these qualities one step further. Where a sales person is self-motivated, the best sales managers need to be able to motivate others. He or she needs to be a good listener and know how to deal with individual personalities. A sales manager takes a lot of responsibility and additional pressure on his or her shoulders.

Sales professionals come from all different educational backgrounds and skill sets. A good manager will get to know each and every person on the team by listening, asking individuals about their work-related goals, and understanding each salesperson’s strengths and weaknesses.

The best sales managers have also traversed a mile in their reps’ shoes. Spend a few days or even a week every working the phones every so often. This gives a manager a good pulse of what the sales staff is dealing with on a daily basis. Be sure you know and understand every feature and benefit if your product.

Instead of demanding that each sales rep cold-call, up-sell, and make as much money for the company as possible, remember to emphasize the human side of customer interactions. At the end of the day, customer experience and satisfaction are most important in sustaining repeat and long-term business. Coming up with new ways to impress customers can keep the staff motivated.