The 11 Sales Management Approaches and How to Be a High Performance Leader

Sales Management

There are 11 sales management approaches that, if you want to be a better leader, you must follow to the letter.

Every high-performance manager must take each of these points into account in order to be able to deal directly with the team and with himself.

After all, you know, the role of a sales manager is not that simple.

Approach #1 Know yourself

In the last Flipchart, we said that the manager’s first challenge is to know how to self-manage.

To be able to accomplish this, he needs to know himself to understand what are the strengths that will require more attention in this self-management process.

The manager also needs to understand what the weaknesses are in order to be able to deal with them more effectively. How to do this?

  • You can use DISC to understand what are the clearest traits within the professional development process;
  • You can use Daniel Goleman’s 6 leadership styles ;
  • You can also use the Radical Candor matrix, which is another content that we use in our management certificate.

Always thinking that this point will have a great impact on your training process as a leader.

Approach #2 The leadership mantras

The leadership mantra is for you to understand what philosophies you use within your leadership process.

For example, we have some leadership mantras based completely on people, which we call People Always.

We have other leadership mantras that are Mission First, which places mission as the most important element in the process of being a high-performance leader.

Approach #3 Cash management

The third point that you might think will make your organization’s day-to-day management much easier, in managing your team, is the management at sight.

You, as sales manager, can place a kanban board that represents your sales funnel, identifying salespeople by the color of the post-its.

According to deals progress through the process, the seller goes there on the board (stay open for everyone) and advances that deal.

Of course, when this deal turns into a new customer, you can also celebrate that seller’s achievement.

Approach #4 Herzberg’s 2-factor theory

Herzberg shows that there are 2 types of factors that will impact your employees’ motivation.

The first factor is extrinsic motivation which is also done by the managers of capital smart city islamabad, the hygienic factor. This is a factor that the team has no control over and, if this factor is not met, employees will be dissatisfied.

If this factor is met, at most, employees will remain neutral.

So what does every commercial manager need to watch out for?

  • Wage;
  • Commission;
  • Company policies.

The other factor is the intrinsic factor, it is that factor that will make the team satisfied if it is fulfilled. It is related to:

  • Professional growth;
  • Career Opportunities.

Managers take care of these factors on a daily basis, during 1:1s or within growth opportunities as the team is structured.

Every manager needs to ensure that the extrinsic factor is fulfilled so that people do not feel dissatisfied.

It also needs to fulfill the intrinsic factor, so that people are satisfied and see more opportunities in the course of work.

Approach #5 Take time to think

The fifth approach is related to a much more classic aspect of leadership: you have to take time to think as things go.

Leadership is sometimes a lonely responsibility, but taking the time to think will make it possible for you to:

  • Make the best decisions;
  • Reflect a little on how your daily life was;
  • Reflect on what challenges you are having as a leader.

Approach #6 Power the tips

This is a very interesting point when it comes to creating sales leaders and ensuring that the problems you face don’t escalate.

You need to ensure that in the medium and long term you are creating leaders capable of taking responsibility.

Empowering the tips will make you, the manager, have fewer problems in your day to day because your team will be able to deal with most of these challenges.

Approach #7 Meet to propose evolution

This is very classic within coaching and especially with new managers entering a business process.

Knowing people before proposing any kind of evolution makes your speech and communication much more effective when based on that person’s reality.

So, before proposing any kind of long-term goal, you need to know:

  • What’s that person’s story?
  • What brought this person here?
  • What does she want to do?
  • What are her plans to get there?

In the end, you, the manager, will be a facilitating element throughout this process.

Approach #8 Divide meeting topics

Another point, which also belongs to Radical Candor, is to divide the meetings to have more focus when solving each type of problem you may encounter as a manager.

How do I illustrate this?

  • You might have a meeting that is completely focused on debating some challenge the team might be having;
  • You might have some meetings completely focused on the decision process after the debate;
  • You can have some hands-on meetings, focused on executing and building something with the team.

It’s important to think that, as a manager, you’re going to have to ensure that in the end, people are working collaboratively to deliver a final result.

So, having this type of meeting ensures that people understand each other to make everything move forward so that you can evolve your process.

Approach #9 Be a facilitator

The ninth point is the responsibility of every manager: you have to be a facilitator within your own process.

Whether in some kind of meeting you are playing or in the evolution of the professionals on your team, you need to be a facilitator.

To be a facilitator we usually have two types of questions that will help you make sure things go a little faster:

  • What do you think about a certain type of subject?
  • What do you think we need to evolve to make your sales process much more effective?

Being a facilitator is every manager’s responsibility, ok?

Approach #10 Formalize not to forget

As we have several work points that we can focus on to achieve a certain type of result.

Therefore, it is very common to lose some of these points if they are not formalized.

So, this is a really cool practice.

If you are a manager who formalizes everything that is happening on your team, you will have continuity from one meeting to another.

You won’t miss why you were taking a certain type of action.

Lastly, and it is also a management approach, you have to be careful not to lose medium and long-term planning.

Approach #11 Turn the cannon

Basically, it consists of giving full focus to a certain type of activity to ensure delivery of that action, whatever it is, in the shortest amount of time.

So, turning the cannon is just that. You’ll turn the cannon to maximally impact a particular execution type.


If you’ve seen Flipchart so far, I have 3 questions you’ll be able to answer:

  1. What is Herzberg’s Two Factor Theory?
  2. How important is it to empower the tips?
  3. What is the importance of dividing the themes of the meeting and what does management gain from this?

Do not worry! In the description of our video on YouTube, you can find the exact time when I answered each of these questions.

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