The role of the Sales Manager is seen as entrepreneurial, independent and senior. It doesn’t mean you can’t find young people in the role, in fact, you’ll see them more and more. Just look at how business schools and studies are getting popular and coveted that’s a clear sign of the relevance of the role. In this matter, seniority isn’t properly linked to the age of the person but the experience on the job.

The old image (again, old images haunt this role) that the sales manager is a fat guy in his 50’s, wearing a large suit, and carrying a big briefcase is gone. As previously explained, the role of the sales manager has evolved a lot in the last decades and with this, its image.

A modern B2B sales manager is somewhere in his or her late 20’s (we gained one or two generations in the last couple of years), educated, often with a college degree, fit, with good appearance and image, mastering new technologies and tools, a fine talker, smart dresser, and carrying a laptop or mobile. Superconnected, updated with what’s happening in the market, and often driving a company car.

Things to have in mind embracing a sales career — Basic Skills:

– Relationship-building capacity: Business is about people, people are driven by emotions ahead of reason.

– Able to work independently: Most of the time you’ll be on your own and alone in your home office or road. You’ll be like your own boss.

– Be disciplined: lack or low supervision may “soften” your discipline. Be your own supervisor.

– Efficiency: set up systems and procedures to optimize your time and results.

– Organization: together with efficiency, you need to be properly organized to keep a few balls in the air at the same time and not let them fall.

– Productivity: Companies pay for performance, not for time traveling or in the office. You won’t be rewarded for that but by the results you achieve.

– Time management: Time is the scarcest resource on earth and will be your worst enemy. Master it or it will master you.

– Persuasion: No BS and no tricks. Use facts, market conditions, real solutions and value to the customer, show real interest.

– Planning: Planning is everything, the plan is nothing. You need to know where you’re heading even if along the way you need to adjust the course. No stubbornness, a plan is a compass and every now and then you need to adjust course.

– Hunters Vs Farmers: What is your sales DNA like? Are you good at quickly finding and closing deals but get bored managing relationships? Or good at building and maintaining relationships and not that comfortable with prospecting or closing quick deals? Try to keep a good balance between them. Be a farmer with hunting skills.

– Have the long-term in mind: unless on very specific occasions or opportunities, forget the immediate pleasure. You can fool a customer once, you won’t do it twice. Your company needs that same customer next year or for the next decade.

This is an excerpt of my book “sales is my passion”, available here: http://amzn.to/2DY7nVy