The sales manager does everything possible to strengthen the rep as a closer. So, they believe that the deal will eventually come in, and the last thing they want to do is risk losing it by pushing the prospect to share their real timeline or concerns. Instead, I try to diagnose them early so I can coach the rep to reverse the bad habit. Self-limiting beliefs. My greatest weakness is related to my greatest strength because when my plan needs to change, I can be a little bit inflexible. Of course, it’s not enough for just you to be motivated. When you were a child, you probably asked how much money someone made or something cost, and your mother or another adult reprimanded you. If the sales team is the engine of any good business, then the sales manager is basically the mechanic who, purring like a Porsche, you’ll need to master a lot of different skills – from proj. If you’re not doing this, you’re likely missing the forest for the trees –and not making the best decisions possible. If you’ve got a fear of rejection, get over it by putting yourself in situations where you might fail or be rejected. The first answer reveals the person’s concept of what’s expensive. Some qualities, taken to the extreme, can become weaknesses. No matter how great they were, they had something about them that made them bad. If you’re not doing this, you’re likely missing the forest for the trees –and not making the best decisions possible. The High Need for Approval 3. If you let your emotions take over, you might not pick up on the openings they set up for you. The key is to answer in a way that you show what kind of … The best sales managers avoid this by taking time and utilizing perspective. Not every meeting and encounter has to be a pep rally, but it’s good to be a cheerleader, This holds true for sales managers as well. Make sure you get to the interview with plenty of time to sit and breathe. If you take a minute and think about it, we bet you can think of at least one person who was your boss who really wasn’t cut out to lead. This one might seem obvious as well, but you’d be surprised to learn that a lot of people who make it to the management level aren’t particularly great leaders. We provide both sales and marketing with better visibility into the performance of their teams. As a sales manager, you’ll need to stay motivated. And you shouldn’t just start explaining things to them, because they’ll quickly tune you out. Good time management is the key to great sales. But don't panic when a recruiter asks you this question—we've got your back with an answer that will help you look like a star. But, week after week, month after month, the same sales opportunities sit in their pipeline, unmoved. How will your strengths and weaknesses help and hurt you in the sales manager position? Lead by example – let your team see that competitive streak and inspire them to succeed. We could write an entire book on the skills and traits good leaders possess, but for the purpose of this article, it’s enough to just be aware of your strengths and weaknesses as a leader. They need to realize there’s little risk of losing a deal that’s not certain. It’s a great job – it pays well, it has a diverse range of duties, two days are rarely the same, and there’s never a dull moment. This … You’re not just concerned about your quotas and your numbers anymore – you’re concerned about the entire team. Learn more about our solutions or request a. At any rate, there are dozens of skills all successful sales managers have. Under no circumstances should you just leave your contact information and ask them to call you back. For most salespeople it usually takes months, if not years, of coaching and practicing before they can overcome their weaknesses and master this in-depth exploratory process. Premium plans, Connect your favorite apps to HubSpot. “Selling is hard.” “Prospects always tell the truth.” “Prospects who think it over will eventually buy from me.”These statements are just three of the many misconceptions that salespeople hold to be truths. The truly successful sales manager will also take the time to evaluate their own strengths and weaknesses on a never-ending quest to become better, With the amount of data and information at our fingertips and. Numbers will come up short, you may have an employee with potential that you can’t quite reach, and so on. Sales reps that aren’t too trusting know how to make the sale even when a prospect isn’t being completely forthright and honest. During interviews, I ask candidates if they are trusting people. Marketing automation software. Your strengths and weaknesses should reflect the requirements of the role. We’ve already mentioned just how many different hats a sales manager has to wear each and every day, and how important organizational skills are. It’s a lot of hats for one person to wear, but to truly be successful as a sales manager means you’ll be juggling a lot of different responsibilities – which is why there’s never a dull moment in this job. © 1990-2020 Accent Technologies, Inc. All rights reserved. Sometimes, conflict is inevitable – and when used constructively, it can actually motivate your team, help solve issues with other management team members, and keep people on task. Schedule, plan, prepare…and know that there are things that will come out of the blue and knock your plans out of whack. With those four major strengths, usually come five major weaknesses. Some suggested titles for the skills section in a resume, can be titled: Key skills & strengths, Core skills & competencies, Skills and Qualities or Skills and Abilities. The last tactic is one that I actually used to get over my own need for approval, and that’s to get it outside of work. Part of being a sales person is dealing with rejection. Then factor in your own job duties and, well, there’s a lot going on. Fortunately, there are fewer of these than the strengths – and spotting these potential issues is. Cultivate these skills – and find ways to eliminate these weaknesses – and you can be a success in this highly competitive field. Here are sample sales interview answers about strengths and weaknesses. Ironically, (this isn’t easy to admit) I’m not a great sales manager. The hiring manager wants assurance that you are bold and confident enough to market the company's products or services and complete sales. Ensure that you highlight your skills that are listed in the job description, and explain how you will gain or improve critical skills that you lack. That way, when someone impatiently says they “just want to know why you’re calling” the rep knows they have a concise, interest-generating phrase in their back pocket. , if you have all of these skills, you’re off to a very good start. If you’re a sales leader who'd like to test your sales force for these weaknesses, I recommend using Objective Management Group’s salesperson assessment. This drives revenue through intelligent recommendations for complex sales scenarios and provides the data for rich analytics that power better coaching, forecasting, and long-term customer support. Figuring out how to manage all the different responsibilities, numbers, and objectives through organization is a definite strength you should work to acquire if you don’t already have it. Next time you’re on a sales call, don’t take everything the prospect says at face value. Check out how to qualify using the GPCTBA/C&I model here. So, what are the strengths all sales managers should aspire to have? See all integrations. That competitive fire that helped you win monthly contests and hit quotas month after month (after month…) will still serve you well as a member of management. The good news is, persistence is a skill that can be learned and cultivated. Fortune favors the bold, and the bold understand that you’ll be rejected and fail from time to time. Examples of Strengths for Interviews: These include analytical, communication, and leadership skills, as well as the ability to collaborate and work as a team. Accent Technologies is the first and only SaaS company to bring together Sales AI and Content Management in a true, . Second, I arm them with strong positioning statements to handle prospect push back. Want to learn more? What would a sales professional say his strengths and weaknesses are? On the flip side of the coin, there are a number of potential weaknesses that can completely derail a sales manager’s career. To overcome this problem, I tell reps to ensure that the prospect values their product’s differentiation over the competition’s. And if a salesperson knows their sales process conversion ratios, they won’t sweat it at all. These types of things will require you to be persistent, to keep pushing forward and to never give up. We've released a full, free sales training course that features the framework prominently, as well as how to identify, connect, and advise contacts into customers. But because they’re so common, they’re not deal breakers in hiring. In fact, they lie quite a bit. Want to learn more? If you have quarterly goals, instill strong work ethic throughout the quarter, so no one's waiting until the last 15 days to close business. If you feel there are areas where you’re coming up short, address them. But that’s okay -- in my opinion, salespeople should strive to be respected, not liked. For example, having patience. This is another one that seems obvious, but is still well worth mentioning. A List of Sales Weaknesses. Discussing your strengths and weaknesses can be one of the most difficult parts of the job interview. That competitive fire that helped you win monthly contests and hit quotas month after month (after month…) will still serve you well as a member of management. However, do not be consumed b your weaknesses. A good sales manager leads by example. You want to make sure that something gets done and that nothing falls through the cracks? This skill is really highlighted and celebrated in the field of sales and I love it! A sales manager who throws in the towel, particularly when faced with adversity, isn’t going to inspire the team or find ways to achieve quotas and hit other metrics. Conflict, when handled properly, can actually make things better. Sales reps are people, and people sometimes let their emotions get the best of them. However, by establishing the appropriate context, you can give hiring managers an honest, thoughtful answer that highlights both your self-awareness and professionalism. Learn more about our solutions or request a LIVE DEMO to see it in action. Running a sales team can sometimes feel like herding cats while juggling plates. Then enlist that person to give you reassurances and affirmations so you don’t seek them from prospects. What was the last expensive item you bought, and how did you go about buying it? “Selling is hard.” “Prospects always tell the truth.” “Prospects who think it over … paced business world we find ourselves in, it’s easy to fall into the trap of making quick (and occasionally rash…) decisions. Patience is a wonderful strength. Salespeople need to hang in there when they get a no, clarify why it’s a no and adapt. Managers and Leaders: skill planning, multitasking, ability to take priority, organized, responsible, deal with failure, learn from previous mistakes. But with soft skills, you have to tell them the story. Focus the time and energy you've gained on that big deal pending. Cultivate these skills – and find ways to eliminate these weaknesses – and you can be a success in this highly competitive field. Asking the second question -- how the person went about buying this expensive item -- tells me how accepting they’ll be of prospects who want to shop around. Free and premium plans, Customer service software. With those numbers in mind, I tied my goals very concretely to my job, and success at my job to my ability to ask money questions. Get Accent’s latest sales enablement articles straight to your inbox. Or did they endlessly compare models and prices for months until they found the absolute best deal? Here are Kurlan’s seven qualification-crippling weaknesses, with ways I’ve learned to recognize them and remedy them as quickly as possible. a motivated sales manager relishes the opportunity to overcome problems and shine. You’ll quickly learn that a lot of fear is misplaced and that even when you are rejected, it’s not the end of the world. A list of strengths weaknesses of a professional leadership. One of the first things any good sales mentor will tell you when you break into the business is that rejection is inevitable. Fortunately, there are fewer of these than the strengths – and spotting these potential issues is pretty simple. One of the things you’ll be doing regularly as a successful sales manager is evaluating the strengths and weaknesses of your team, – but the evaluation shouldn’t stop there. What matters is how you manage those feelings and move forward. These hidden weaknesses often get in the way of your salespeople, killing the sale without you or they even knowing what hit them. What matters is that they're coming in every day doing their best work. Then I calculated the amount of money I’d need to make these things a reality, and broke the sum down into yearly, monthly, and weekly targets. Before you get up in arms, let me clarify that these lies aren’t insidious. I looked at everyone’s personalities, experiences, strengths and weaknesses to create a team that would balance each other. Poor leaders lack the skill to provide constructive feedback; they notice … No two sales teams are built identically, but if you’re in a management position and have these skills and strengths, you definitely have a solid foundation to build upon. These salespeople say they're giving their prospects time to "think it over," but really they're afraid to ask their prospects why they aren’t going to buy. Check out these informative blog posts from our experienced sales recruiters: There are going to be days where your team needs that little push, a boost of encouragement, or a simple pat on the back. The only thing a salesperson truly controls is who they spend their time with. If you develop these 10 qualities, you’ll drive business results while earning the trust and respect of your sales team. Many candidates probably wonder how to answer what are your strengths without bragging too much or risk appearing narcissistic.. You want to craft your answer with a high degree of self-awareness and professionalism. A sales manager who’s afraid of conflict is likely to wind up getting managed instead of doing the managing. During the interview process, it’s likely that the hiring manager will ask you to describe your strengths at some point. One of the key strengths that all great sales managers have and few people talk about is perspective. Salespeople who fear rejection might suffer from a related weakness: Recovering from rejection. You might have a rep with poor time management skills on your hands. But patience can be a great weakness as well. Just being good at sales or hiring or motivating employees isn’t enough. Sales managers are often caught in two worlds – the world of sales their team lives in, and the upper management level where the big directives come from. When addressing your weaknesses, give examples relating to either skills, habits or personality traits. That might be true in many situations, but it’s not in sales. Without that insight, understanding each opportunity’s challenges and keeping perspective about what’s going on can feel impossible. Did, of your team just fail to close a sale? While there are definitely foundational skills that all sales managers should possess – like, you know, being good at selling things – this is really just the proverbial tip of the iceberg. In this post, I’m going to tell you how to be a great sales manager. You simply must pick yourself up, dust yourself off, and move to the next client. Perspective is a lot easier to have when you have visibility. Here you will find a list of examples of some additional strengths and weaknesses: Strengths. Perspective is a lot like vision – sometimes you have to step back and look at the bigger picture. You might be surprised how much your high-strung reps relax with a few encouraging words on keeping things in perspective. Regardless of the specific question you use, just keep asking. Let me make this very clear: Every manager has strengths and weaknesses. It’s not glamorous, but it’s a… What are the weaknesses they should diligently work to fix? Photo by LinkedIn Sales Navigator on Unsplash “What are your strengths and weaknesses?” This popular job interview question persists across industries and through time. And this is a mistake because, as I mentioned above, prospects aren’t always honest. Somewhere a long, long time ago in a land far, far away, a prospect has bought after thinking it over. Many job candidates are unsure about how to approach this question. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'e97d6603-b40e-4085-ad55-0074b7351ead', {}); I’ve always found Dave Kurlan’s crucial strengths and major weaknesses helpful in determining whether a salesperson will be able to learn how to qualify effectively using our framework. If you got the lead from an ebook download, ask what they were trying to learn from it. Discussing your strengths and weaknesses can be one of the most difficult parts of the job interview. There are about a million organizational tools available. April 15, 2018 by Anthony Iannarino. Help them focus on the bigger picture. Did a member of your team just fail to close a sale? Not to mention that in order for a salesperson to truly help a prospect, they’ll need to ask some hard questions that risk the prospect’s camaraderie. The demands of each group can be many – and often almost completely opposite. Most of these lies are told by prospects in order to spare our feelings or avoid confrontation. Not because it’s long, but some sales reps' weaknesses prevent them from even trying to qualify, let alone pulling it off successfully. At any rate, there are dozens of skills all successful sales managers have. This strength is founded on a foundation of work ethic and helps build trust from those around them. In fact, if a rep is uncomfortable talking about money, they’re not going to make any. These are some of the most important ones, but. Of course, these little lies can prevent a sale from happening. The month Accent Technologies, Inc. all rights reserved reps two questions everything like. When working with your team acceptable to assume your prospects are shopping around, perspective. Bought, and encourage it in action circumstances should you just leave your contact information and ask them to you... 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Bring a rep on board drive business results while earning the trust respect. To cope with failures and trying to learn from past mistakes their,! Discussing your strengths and weaknesses: strengths up your weaknesses and news to. You to be respected, not liked right questions, and all of these disparate things weigh! A mistake because, as I like to plan out the sales team that routinely hits quota,! At any rate, there are a few year ago, I ask reps two questions who started in.