3 x 3 Secrets to Sales Management

People often ask me to define the role of a Sales Manager and we often talk about the usuals such as recruit, motivate and so on.

But here’s the 3×3 I heard at a conference recently which really resonated with me as it’s so succinct and obvious:

  1. Behaviours – determine them and live them
  2. Value – agree them and breath them
  3. Engagement – encourage it amongst the team and do yourself


  1. Set goals
  2. Communicate the goals
  3. Measure and lead with the goals


  1. Attract good people
  2. Keep the good people
  3. Develop the talent in your people

And as Forest Gump once said, that’s all I’ve got to say on the matter.