From The Masters of Success Video Training Series No 1
Featuring J Douglas Edwards
Key Strategies for Success
In the dynamic world of sales, the role of a sales manager is pivotal. They are
the driving force behind a team’s success, ensuring that targets are met and
strategies are executed effectively. Selecting the right sales manager is crucial
for any organization aiming to thrive in a competitive market. Here are some
key strategies, edited by the Sales Doctor, David Jackson, to consider when
making this important decision.

1. Understanding the Role
   Before diving into the selection process, it’s essential to have a clear
   understanding of what the role entails. A sales manager is responsible for
   leading a Sales team, setting goals, developing sales strategies, and ensuring
   customer satisfaction. They must possess strong leadership skills, excellent
   communication abilities, and a deep understanding of the sales process.
   Do you have a clear and precise job role / description?Identifying Key Qualities
   When selecting a sales manager, look for individuals who exhibit certain key
   qualities.
   These include Leadership:
   The ability to inspire and motivate a team.
2. Communication: Clear and effective communication with team members
   and clients.
3. Strategic Thinking: The capability to develop and implement successful
   sales strategies.
4. Problem-Solving: The skill to address challenges and find solutions
   quickly.
5. Experience: A proven track record in sales and management.
6. Conducting Thorough Interviews
   Interviews are a critical part of the selection process. Prepare a set of
   questions that will help you gauge the candidate’s experience, skills, and
   suitability for the role. Consider asking about their previous achievements,
   how they handle difficult situations, and their approach to team management.
7. Assessing Cultural Fit
   A sales manager must align with the company’s culture and values. Assessing
   cultural fit is as important as evaluating skills and experience. Look for
   candidates who share the organization’s vision and can contribute positively to
   the work environment.
   Do you have a current mission statement and core values for the candidate to
   review?Utilizing Assessments and Tests
   Consider using assessments and tests to evaluate a candidate’s aptitude for the
   role. These tools can provide valuable insights into their personality, leadership
   style, and problem-solving abilities.
   Check out www.4personalitystyles.com for more on the four major
   Personality Styles, plus a FREE copy of the e-book 4 PERSONALITY STYLES … A
   great read!
8. Seeking References
   References can offer a wealth of information about a candidate’s past
   performance and behaviour. Reach out to previous employers or colleagues to
   get a better understanding of the individual’s strengths and areas for
   improvement.
   Conclusion
   Selecting the right sales manager is a critical decision that can significantly
   impact an organization’s success. By understanding the role, identifying key
   qualities, conducting thorough interviews, assessing cultural fit, utilizing
   assessments, and seeking references, you can make an informed choice that
   will benefit your team and company in the long run.
   Real leaders are ordinary people with extraordinary determination.