First Line Sales Manager
The Role of First Line Sales Manager (FLSM) is pivotal to business success, yet is often one of the least understood roles within an organization’s sales structure. Responsible for critical decisions regarding hiring, developing, coaching and controlling the focus, direction and performance of the sales team, as well as being expected to provide vital input to a number of strategic business areas, many FLSM’s are in roles for which they are often ill prepared today.
With the ever increasing expectation of customers and the resulting need for constant change in operating approaches and engagement strategies within sales forces, the FLSM has a vital job to perform for organizations. Sitting within the overall Sales Management career stream, the FLSM would typically also provide input to and support for Strategy & Planning, Performance Management, Quality Improvement, Change Management and, Corporate Governance.
To be successful in this critical role, a FLSM will need the capabilities to work effectively in three different and distinct functions within the scope of the role. These include the following:
Selling Management, which comprises –- Opportunity Planning
- Territory Planning
- Quota Management
- Customer Engagement Planning and Process
- Pipeline Management
- Forecasting
- Business Acumen
- Organizational Awareness
- Relationship Management
- Financial Management
- Resource Planning
- Recruiting
- Hiring
- On boarding
- Training
- Coaching
- Retention
- Leadership
Please note: This Fit-4 focuses specifically on the skills required to operate as a First Line Sales Manager. Should you wish to also assess the candidate’s relevant selling skills, there is a small additional sales skills test available for each released Fit-4 sales role.
