What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives

TLDR

This exploratory study extends prior research on sales manager selection by examining the characteristics of effective sales managers from both manager and salesperson perspectives. Sales representatives view effective managers as possessing a broad knowledge base and strong communication, listening, and human‑relations skills that enable them to act as supporters of the sales force, whereas managers see their knowledge base, communication, listening, human‑relations, and organizational skills as positioning them as active participants in the sales process. Contributor information lists Dawn R.

Abstract

AbstractThis study builds on previous research concerning sales manager selection by examining the characteristics of effective sales managers from two perspectives—that of sales managers and sales representatives. Results of this exploratory study indicate that sales representatives assess the effectiveness of sales managers through the manager’s broad knowledge base along with communication, listening, and human relations skills to develop a role as “supporter” of the sales force. Sales managers, on the other hand, believe that their knowledge base along with effective utilization of communication, listening, human relations, and organization skills allow them to be more of a “participant” in the sales process, thus strengthening their position as an effective sales manager. The implications of this and other findings are discussed in the manuscript. Additional informationNotes on contributorsDawn R. Deeter-SchmelzDawn R. Deeter-Schmelz (Ph.D., University of South Florida), O’Bleness Professor of Marketing, College of Business, Ohio University, [e-mail] J. GoebelDaniel J. Goebel (Ph.D., University of South Florida), Associate Professor of Marketing, College of Business, Illinois State University, [e-mail] Norman KennedyKaren Norman Kennedy (Ph.D., University of South Florida), Associate Professor of Marketing, School of Business, University of Alabama at Birmingham, [e-mail].