Keep in mind, as a sales manager, your job is to enable your sales team – not to close deals.

My Typical Day

A typical day is fully built around helping your team members succeed, and that falls into 3 major chunks: coaching your team members, removing barriers for them, and admin work. Coaching your team takes up most of your day – this includes activities like reviewing calls they’ve run, documents they’ve prepared, roleplaying sales conversations, or just helping them with general sales process improvements.

Under removing barriers for your teams, this is where you help them coordinate efforts with marketing like ABM and PPC, making sure they have the right technology and data they need to succeed and have as little administrative overhead as possible in their day-to-day work, so they can focus purely on selling.

Finally, around admin work, this is mostly about maintaining your CRM and deal pipeline to make sure it’s in good shape and accurately forecasts data effectively. Great salespeople will do this themselves, but sometimes you need to give your team a hand.

Pros

The biggest pro is that you get to move up from being an “individual contributor”. The sales world can be isolated, and it’s really up to you to perform as a salesperson. As a sales manager, you get to work hard to bring the team together and train your team members on what you know – which ends up being incredibly powerful. You have a direct impact on the future of your sales team, and the organization as a whole.

Cons

On the other hand, like in all sales roles, the biggest con is that you have to continuously perform. In many roles in the world, you can spend a bit of time coasting, and there’s a good chance your efforts may not have a huge impact on the organization’s success. As a sales manager, that isn’t the case – every month is a new challenge, with its own problems, learnings, and aspirational revenue targets.

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