The 4 Vital Skills of Successful Sales Directors

Strategic Sales Management | Illustration: Norman Gracia

Successful sales directors understand the importance of staying open and optimistic in the midst of growing competition. But what other competencies are vital for breakthrough performance? | Illustration: Norman Gracia

Sales directors are responsible for designing, managing and motivating their sales teams. Emotional leadership is crucial component of salesforce motivation.

“The measure of intelligence is the ability to change,” observed Albert Einstein. Without a doubt, today’s fast-paced volatile markets are putting global sales managers to the test. Under endless pressure to hit their sales targets, they must also be adept at adapting to disruptive innovations and ever-changing customer demands.

Successful sales directors understand the importance of staying open and optimistic in the midst of growing competition. But what other competencies are vital for breakthrough performance?

1. Solid Sales Strategies
First and foremost, sales directors must define a comprehensive sales strategy for their organization, which tends to merge physical and digital channels, with variations depending on the sector. In many industries – the insurance and pharmaceutical sectors, for instance – social networks offer a rich platform to increase customer insight and enhance engagement. When it comes to closing the deal, however, face-to-face interactions are as critical as ever.

2. Team Motivation
Sales directors are also responsible for designing, managing and motivating their teams. Like all good leaders, they must be capable of cultivating an environment of respect and commitment, while controlling the urge to micromanage. Beyond sales bonuses and commissions, the role of emotional leadership is key.

3. Continuous Development
On-going education is another linchpin
of high-performance sales teams, helping them grow in both personal and professional domains. With an eye on the future, good sales directors take active steps to foster the development of their team members to ensure they’re able to meet customer expectations and adapt to changing market dynamics.

4. Consultative Selling Approach
Last but not least, salesforce excellence requires a consultative selling approach grounded on building customer loyalty and active listening. In this new paradigm, the conventional product-and-price sales approach needs to take a back seat. Today’s global customers demand it.

Strategic Sales Management” is designed for CEOs, chief sales officers, sales directors and chief marketing officers. Over three days, participants will gain insights to boost the performance of their sales team, optimize the selling process and increase organizational effective through new digital applications. The next edition will take place on IESE’s Madrid campus on January 21-23, 2020.


Written by business communicator and editor Suzanne Hogseth

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