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These 3 Things Make a Great Sales Manager

These 3 Things Make a Great Sales Manager

By Greta Schulz

Q. I have been a CEO of a tech company for over 10 years. I have been overseeing our sales team myself, and now it’s too much with my other responsibilities. My question is, how do I hire the best person to build our team and hit our goals?

A. Congratulations on the success you’ve had. There are several things that help you build your team, but a sales director is the most important hire you’ll make.

• Hire right. We often fall for a great résumé. But experience doesn’t necessarily mean past success—and often doesn’t. Best advice? Search for someone currently working and not looking for a job. Approach them about talking to you. If you continue to do this, when they become frustrated at their current job, they will call you.

• Create accountabilities through a sales process right away. No matter what a sales director has done in the past, if you create your own processes, you will manage easier, identify issues quicker and be able to coach to success more quickly. It’s not “babysitting” to know what your salespeople are doing. Your responsibility is to create activity tools, track those activities and use this to coach to success.

• Understand the difference between management and leadership. You manage things, you lead people. People are not led by telling. They are led best by laying out a plan, creating accountabilities and leading to success. This also is where true motivation of the team will come into play. Once the groundwork is created and understood, ask questions about what they would do and help them engage with you, don’t dictate what you would do.

Want more information on leading a sales team? Go to www.salesleadersalliance.com.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is the best-selling author of “To Sell is NOT to Sell” and works with Fortune 1000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to [email protected].

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Drew Limsky

Drew Limsky

Editor-in-Chief

BIOGRAPHY

Drew Limsky joined Lifestyle Media Group in August 2020 as Editor-in-Chief of South Florida Business & Wealth. His first issue of SFBW, October 2020, heralded a reimagined structure, with new content categories and a slew of fresh visual themes. “As sort of a cross between Forbes and Robb Report, with a dash of GQ and Vogue,” Limsky says, “SFBW reflects South Florida’s increasingly sophisticated and dynamic business and cultural landscape.”

Limsky, an avid traveler, swimmer and film buff who holds a law degree and Ph.D. from New York University, likes to say, “I’m a doctor, but I can’t operate—except on your brand.” He wrote his dissertation on the nonfiction work of Joan Didion. Prior to that, Limsky received his B.A. in English, summa cum laude, from Emory University and earned his M.A. in literature at American University in connection with a Masters Scholar Award fellowship.

Limsky came to SFBW at the apex of a storied career in journalism and publishing that includes six previous lead editorial roles, including for some of the world’s best-known brands. He served as global editor-in-chief of Lexus magazine, founding editor-in-chief of custom lifestyle magazines for Cadillac and Holland America Line, and was the founding editor-in-chief of Modern Luxury Interiors South Florida. He also was the executive editor for B2B magazines for Acura and Honda Financial Services, and he served as travel editor for Conde Nast. Magazines under Limsky’s editorship have garnered more than 75 industry awards.

He has also written for many of the country’s top newspapers and magazines, including The New York Times, Washington Post, Los Angeles Times, Miami Herald, Boston Globe, USA Today, Worth, Robb Report, Afar, Time Out New York, National Geographic Traveler, Men’s Journal, Ritz-Carlton, Elite Traveler, Florida Design, Metropolis and Architectural Digest Mexico. His other clients have included Four Seasons, Acqualina Resort & Residences, Yahoo!, American Airlines, Wynn, Douglas Elliman and Corcoran. As an adjunct assistant professor, Limsky has taught journalism, film and creative writing at the City University of New York, Pace University, American University and other colleges.