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Unlocking the Secrets of Successful Sales Managers

A male sales team leader going over some documents with two female reps.

Developing these skills can help sales managers turn frustrating obstacles into opportunities for success. 

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B2B sales managers typically wear a lot of different hats. For example, they must often take on the challenging responsibilities of overseeing daily operations, setting and tracking realistic sales goals, training and mentoring a sales team, and managing client relations. And those are just the basics!

So, what does it take to not only survive, but thrive in this demanding, fast-paced role? Read on to discover our take on the most important skills and qualities for B2B sales managers to develop.

Qualities of a successful B2B sales manager

While everyone is different and there are many pathways to success, there are a few key traits that most accomplished B2B sales managers share:

  • Strong leadership skills: Sales managers need robust leadership skills to inspire and influence their sales team. The same skills help sales managers set clear goals and steer their teams in the right direction.
  • Excellent communication: Successful sales managers know how to communicate flawlessly and apply this skill to ensure their team understands important elements of their job, such as company goals and expectations. They also use it to inspire their salespeople and close deals.
  • Strategic thinking: Successful B2B sales managers are strategic thinkers who know how to develop practical ideas, goals, and plans. 
  • Effective time management: As mentioned above, sales managers often have to juggle multiple roles, including conducting market research, training new sales reps, and searching for new leads. To keep all of those balls in the air and make sure everything runs smoothly, effective time management is a must.

Customer-centric approach

Successful sales managers are familiar with the benefits of relying on a customer-centric approach to business. Research by Deloitte shows that customer-centric companies rake in 60% more profits than their competitors. Moreover, 64% of organizations led by customer-focused CEOs are more profitable than the competition.

The best sales managers train their sales reps to adopt customer-centric approaches that focus on understanding a customer’s pain points and finding productive ways to address them. This gives clients a more favorable opinion of your business and helps to develop long-lasting relationships.


Customer demands and market trends are constantly changing, so a successful sales manager must always be prepared for the unexpected. To stay ahead of the competition and remain ready to adapt to new conditions, you need to:
  • Research constantly. Learn everything you can about the pertinent trends shaping market dynamics and customer preferences. This can involve basic market research as well as networking with peers, competitors, and role models who can provide invaluable insights.
  • Monitor and analyze the competition. Just as you need to understand the market, you also need to keep tabs on how your competitors are reacting to it. By closely tracking what they do, you can discover strengths that may give you ideas for improving your own strategies, as well as weaknesses you may be able to exploit.
  • Embrace new technologies. The latest B2B sales tools – like new CRM tools, sales intelligence software, and customer success products – can help your team run at peak efficiency, but only if you know what they are and how to use them effectively.

Sales Metrics and KPIs

Sales metrics and key performance indicators (KPIs) are measurable values that help companies determine whether they are meeting and exceeding key business objectives. That’s why successful sales managers meticulously track KPIs that align with their overall business goals. They then leverage this pertinent data to make strategic decisions that will improve their sales team’s efficiency and overall performance. 

Training and development

In the ever-changing world of sales, there’s no such thing as too much training. For sales professionals to perform exceptionally, their knowledge and skills must always be in tip-top shape. And the best way to facilitate that is through continuous learning. Besides training, the best B2B sales managers also provide access to quality coaching. This gives their teams the guidance they need to improve customer service, close more deals, and exceed expectations.

Do you want to become a successful sales manager? We can help

In the high-stakes world of B2B sales, managers must stand out to succeed. It’s not enough to just master the basic skills, you must also be prepared to face any challenges the job throws at you and keep your staff ready to do the same. And if that’s not enough, you also need to keep up with the latest technological and training advances to make sure that your team has all the tools they need to stay ahead of your competitors and scale their sales performance to new heights.

Sounds simple, right?

Luckily, you don’t have to go it alone. The team at MetaGrowth Ventures is standing by, ready to help. With thousands of hours of experience in developing world-class sales teams, we can create customized training and coaching programs designed to keep your team at the top of their game and ready to face any challenges they meet in the field. Our proven methods can help you cultivate all the qualities your team needs to become high achievers in the nuanced world of B2B sales.

Reach out to our team today to learn more about how MetaGrowth Ventures can help take your sales team to the next level.

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