Sales Managers: The driving force behind our Sales teams
In sales, business and life generally, motivation is crucial to our personal success. Given its significance, it’s assumed that we are all experts in self motivation. Unfortunately, this isn’t necessarily so...
Here at Michael Bailey Associates, we understand that different things motivate different people. We strongly believe that the key to unlocking motivation is to create a culture that stimulates the inner ambitions that our people didn’t even know they had. Investment into our environment, training and development is therefore of paramount strategic performance.
Our Sales teams are made up of Business Developers and Account Managers. Each team member receives on-going support after their initial training period from those in their reporting line - the Sales Manager.
But how much time do our Sales Managers really devote to mentoring our sales teams? What tactics do they use to unleash our Business Developers and Account Managers full potential? How do they craft a unique culture that inspires our employees to develop their skills and grow with the business?
We asked one of our most experienced Sales Manager’s her top tips for keeping her teams on the right track and how we guarantee professional success.
Case Study: Sales Manager for 3 years:
This Sales Manager joined Michael Bailey Associates with a wealth of experience under her belt. Prior to joining, she worked in managerial positions in both large and small recruitment agencies but became frustrated by their lack of professionalism and incompetence.
“When I was approached by Michael Bailey Associates about the role I asked myself two questions. Is this the right move for me? Will I be a good fit?”
“I was feeling dissatisfied professionally, and I didn’t want to get stuck in a company that would kill my aspirations yet again.”
In order to get a glimpse into the world of Michael Bailey Associates, she was invited to lunch by a manager who helped to restore her confidence in the company and recruitment industry in general.
“I was told that I would be working on an international level which immediately caught my attention. I was reassured that this wouldn’t be like any ordinary managerial position; creativity and thinking outside of the box is widely encouraged which would allow me to have professional freedom, something I always desired. “
At the end of the lunch, she was certain that our business culture and values was the career move she had been yearning for.
Purpose of role:
Alongside generating new business and building relationships, our Sales Managers are accountable for keeping our sales teams focussed. They work hard to develop the skills and knowledge of our Business Developers and Account Managers and push them to be the best that they can be.
Over the past three years, this Sales Manager’s role has changed dramatically. Initially, she managed the sales team in Amsterdam but as the business developed she was given even greater responsibility and now manages The Hague and Rotterdam teams also.
One of the greatest challenges that Sales Managers face is the tendency for teams to become complacent when things are going well. “When a team experiences success they can get a little comfortable and this is when they start to drop back and all motivation is lost. It’s imperative that everyone’s concentration levels remain high at all times.”
This Sales Manager feels that repetition is a great way to insight focus so that it doesn’t slip through our employees fingers. “I tell my teams what our focus is for the month every day so they never forget!”
“I want to guide young and aspiring Business Developers and Account Managers along their career path and achieve their long term career goals. I want to help them reach their full potential, show case their talents and inspire them to create an innovative way of working.”
Sales Managers across the company have individual coaching styles but this Sales Manager likes to make a splash with her swim team inspired structure.
“In my younger days, I was a part of a regional swimming team in The Netherlands. We competed in both regional and national contests. To build a strong team we had to find the best quality of people with a combination of different strengths and abilities.”
“This is where I take inspiration from when building, training and supporting my teams. In success and failure we stand as a together. Team spirit is ingrained in me!”
Our employees also receive one-on-one mentoring and this Sales Manager discusses with individuals their personal daily goals. During this time she offers advice on how to approach clients, how to deal with queries a client or candidate may have and how to solve challenging situations so they can perform better both individually and as a team.
“I stress the importance of our margin policy to make sure that everyone is aware of what kind of business we are and to ensure that we’re getting the best rate for our contractors. Our Business Developers and Account Managers need to be aware of the rules and regulations regarding margin rules. I explain to my team that knowing a contractor’s worth is a must. “
In total, this Sales Manager has over 17 years of sales experience and there isn’t any situation she hasn’t already faced.
“The good that comes out of dealing with difficult clients over the years is that I now know how to approach sticky situations with rationality. I know how to better manage risk and can offer sound advice to my teams and reassure clients.”
What makes a successful Sales Manager:
“Patience, discipline, having a positive mindset and enjoying what you do”, is what this Sales Manager believes are the top traits to become a success in her role.
She feels that shaping an open and honest environment for colleagues and clients is extremely important as well as reassuring our staff not to be afraid to make mistakes. At Michael Bailey Associates we pride ourselves on our supportive environment.
“The training I received during my first year at was a real eye opener. Having lots of experience meant that I was stuck in my ways. It was refreshing to train with a new manager who made me approach tasks differently. “
For example, “when reading CVs I now look more closely at the candidate’s hobbies to determine what the most effective modes of motivate would help them succeed in our business.”
Our company has a lot to offer young professionals in sales; we invest in our employees for long term progression, we have a great portfolio of clients and of course we have a lot of fun!
Work hard, play hard a company value which the Sales Manager’s reinforce to their teams. Our people are eager to succeed and diligent. They unwind from a day of hard work by playing a game or two of ping-pong in the office and winning places on our incentive rewards schemes certainly helps to fuel their motivation.
“There are two reasons why I love my job. Firstly, there is always a great atmosphere, no one is scared to express their personality and everyone respects one another and secondly, no day is the same!
If you are interested in joining the Michael Bailey Associates team and think you have what it takes to succeed, contact our Talent Acquisition Team here.