Proactive sales managers do everything they can to prevent problems from arising. The reactive manager is constantly fighting the flames, which means sales people may not get the expert training they need to succeed. Instead, the manager is fixing problems and missing opportunities to lead.

Sales managers putting their goals and plans in writing for the sales force to see is one of the most basic sales tactics that many managers fail to execute. When objectives are specified, it is easier to gain buy-in from the sales force. It’s all part of establishing a clear vision, which is important for gaining buy-in.

While it is vitally important that managers are 100 percent accountable, they must also hold the team accountable. This means empowering the sales force instead of standing on top of them and micromanaging. The sales force doesn’t need a babysitter; they need a leader who sets the pattern for success.

Leadership is best established when the manager has the information he needs to make better decisions. The manager can obtain this vital information by tracking what is happening on a day-to-day basis. Every success and every failure deserves documentation, not only to help individual sales reps, but also for use in future training.

Proactive sales managers never stop learning, just like sales reps. The playing field changes quite frequently, which means there is always a new opportunity to learn and develop. A sales manager who only trusts what he already knows is not an effective manager. When most of a sales manager’s time is spent training sales people, they better be armed with new information that can steer the team in the right direction.

Long-term goals are often described quite clearly in the mission statement. However, new goals should be set weekly to help motivate the sales force. Some sales managers will write weekly, monthly, and quarterly goals with strategies attached.

Sales reps need frequent reviews to stay on top of their game. Performance reviews should not be used to harass reps, but rather be a process of gaining insights and using hard data to draw conclusions.

One of the best ways to establish hard data and information is to use the reporting tools found in customer relationship management solutions. Companies like Front Row Solutions offer CRM solutions that include reporting tools that allow sales reps to enter information about their sales calls in a matter of seconds. Sales managers can use this data in their performance reviews.

There are a number of strategies that sales managers rely on to lead their teams effectively, but without the right tools, it can be a daunting task.