Why do many successful sales reps fail at managing and motivating their sales team? Is the skill set required to be a sales manager significantly different? What are the common challenges faced by sales managers? Is it understanding the product, people, market, or do they fail in motivating and coaching their team to success?

Companies frequently promote successful sales reps to management, and often the resulting performance is lackluster. What does it take to be a sales manager, and what are the secrets of a successful sales manager?

Be intuitive

As a sales manager, you are the prime motivator for the entire sales team. Be sure to create an encouraging and winning culture and maximize every opportunity to collaborate. A successful sales manager knows the strengths, weaknesses, and motivators of each team member and tailors their management style to each individual.

Keep the sales team motivated

Holding contests, announcing rewards and incentives, or even a simple verbal appreciation is motivating. Figure out ways to keep the team morale positive and charged with energy. Although the art of effectively motivating the sales team may seem to be a tall order, successful managers will master the skill.

Promote autonomy

A successful sales manager trusts his or her team members and allows them to accomplish substantial tasks without intervention. Adopt a style of leadership that promotes independence and autonomy. Create a supportive relationship with your team for them to succeed in their respective roles without significant supervision. Extend the required support and assistance for your team as needed. This will go a long way in developing confidence, cooperation, collaboration, and a sense of achievement among your team members.

Monitor your team’s performance

Continuous monitoring of the sales team’s performance and providing timely feedback will keep individuals engaged and help make necessary adjustments in the sales process to improve outcomes.

Coach effectively

A successful sales manager is a leader, motivator, mentor, and coach. Help your team overcome obstacles and guide them to improve performance. As a sales manager, you must lead and develop their individual strengths. Ask direct questions to help the sales representatives understand their limitations and help them overcome them. Resist displaying frustration caused by failures and instead take these situations as opportunities to help improve and learn to improve results.


Successful sales managers know the art of appreciation to keep the performance and the morale of their team-high. Take every opportunity to celebrate the team’s smaller and larger wins to let the members feel valued and appreciated.