Sales Management Styles

Sales management is a touch business to work in. There are many external factors that can and do effect any sales team no matter how good. However, keeping the team on task and pushing forward even during this down times is the responsibility of the team manager. Here are a few Sales Management Styles to help even the most veteran sales team manager.


A mentor manager works on two fronts; the sales front and the team front. Their primary goal is surpassing revenue milestones however; their secondary goal is the team itself. By splitting their time and focus between continued revenue gains and making sure all team members are taken care of this management style is considered one of the best for any sales team. By focusing on the goals of the sales team the manager can continue to monitor and adjust as needed to stay on track. Additionally by staying in touch and up to date on their team members and making sure they are doing okay keeps moral up which also boosts productivity.


This type of sales management style is modeled after its military name sake. The team manager puts their team first and for most above everything including themselves and even potentially their company. This adherence to loyalty is also often reciprocated back onto the manager from their team members. While this team centric approach to management is great for moral and team work it does lack in goal orientation as well as does not always put the best interests of the company first if they contradict or can potentially be detrimental to the team.


Micromanagement has become a bit of a dirty word in recent years when it comes to this style of sales management. These team managers take a very active approach in the specific tasks of their team members and often spend the majority of their time dictating or analyzing the tasks of specific team members. This hyper focused approach to management has proven to be generally ineffective as most managers that use this often come off as control freaks. This drastically reduces moral as well as bogs down productivity of not only managers but team members as well.


These are only a few of the many different sales management styles that are actively being used today. Regardless of which style suits you or your business better making sure that all set goals are achieved and all team members feel valued should be the primary objective above everything else.

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