Selling Wellness - Identifying a great Sales Manager
January 30th, 2009
By WellnessJobsInternational
Selling wellness is a real art, requiring a Sales Manager to accept total responsibility for his role throughout the organization and to meet the expectations of an audience which is getting more educated and demanding day after day.
There are some critical skills that differentiate the great Sales Manager from the good one:
Planning: this area includes qualities such as analyzing and interpreting data and situations, diagnosing problems and identifying relevant causal factors, predicting and forecasting , goal setting and identifying, evaluating and comparing possible courses of action, implementing strategies and monitoring them.
Analytical: this area is related to the capacity to analyze the marketplace and sales kpis, performance and results.
Time Management: the ability to organize themselves and their teams as well to prioritize tasks in order to meet the deadlines. The day-to-day focus on their activities defines the success or failure of each Sales Manager in every industry.
Financial Skills: a good Sales Manager is asked to easily understand P&L statements, forecasting models, gross margins, cost of sales, etc.
Selling Skills: up-to-date state-of-the-art selling skills that are carried out into the marketplace for validity.
Commercial Acumen: provides the ability to use financial and business information to understand and make decisions that help the organization to achieve the success.
Problem Solving: this set of skills involves goal-directed thinking and action in situations for which no routine solutions exist.
Training: demonstrated ability to train sales people to improve their sales skills and commercial know-how.
Interpersonal Skills: ability to coach, counsel, motivate and reward a group of individuals and take them to become a Team.
Personal Qualities: a balanced mix of communication skills, personal motivation, the ability to lead, the ability to be assertive while sustaining diplomacy, the ability to overlook ones own prejudices for the good of the Team.
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