Transitioning from a sales executive to a sales manager is a significant career step that brings new challenges, responsibilities, and opportunities. As a sales executive, you’re focused on closing deals and hitting individual targets, but as a sales manager, you’ll be responsible for guiding and motivating a team to achieve broader sales objectives. The shift requires both strategic thinking and leadership skills, and it’s crucial to prepare for this transition effectively.

In this blog post, we’ll cover the essential steps and strategies to help you successfully move from sales executive to sales manager, with insights specifically tailored for professionals in the UK sales sector.

1. Master Your Sales Skills

Before making the leap to management, it’s vital to hone your own sales skills. A successful sales manager needs a deep understanding of the sales process and the ability to close deals.

Why it matters:

As a manager, your team will look to you for guidance on overcoming challenges, negotiating deals, and improving their techniques. Strong personal sales skills not only set an example for your team but also give you the credibility you need to lead.

What to do:

• Focus on consistently meeting or exceeding your own sales targets.
• Sharpen your ability to coach others by offering informal advice to junior team members.
• Stay up to date on market trends and industry changes, as this knowledge will be crucial in your management role.

2. Develop Leadership Skills

One of the biggest shifts from being a sales executive to a sales manager is moving from a self-focused role to one where you manage and motivate others. Leadership skills are at the heart of this transition.

Why it matters:

As a manager, your success will largely depend on your ability to inspire and develop your team, not just on your own sales numbers. You’ll need to understand each team member’s strengths and weaknesses, provide feedback, and keep morale high.

What to do:

• Take on informal leadership roles, such as mentoring new hires or leading team projects.
• Work on communication skills, particularly active listening and giving constructive feedback.
• Start thinking strategically: Understand the bigger picture beyond individual deals and targets, and focus on team and company-wide goals.

3. Understand Sales Strategy and Planning

While a sales executive focuses on executing sales strategies, a sales manager is responsible for creating them. Understanding how to set realistic targets, forecast sales, and allocate resources effectively is key to succeeding in a managerial role.

Why it matters:

Sales managers in the UK are expected to play a strategic role, developing sales plans that align with the company’s business goals. This involves data analysis, identifying market opportunities, and setting actionable objectives for the team.

What to do:

• Familiarise yourself with sales forecasting, budgeting, and planning.
• Work closely with your current sales manager to gain insights into the decision-making process.
• Learn how to interpret sales data to identify trends, challenges, and opportunities that could affect your team’s performance.

4. Improve Your People Management Skills

Managing a team of salespeople requires a combination of emotional intelligence, negotiation, and conflict resolution skills. You’ll need to learn how to manage different personalities, motivate individuals with varying levels of experience, and resolve conflicts within your team.

Why it matters:

As a sales manager, you will have to address issues such as underperformance, team dynamics, and setting individual development plans. A key part of your role will be ensuring your team is cohesive and motivated.

What to do:

• Take courses in people management or attend workshops that focus on leadership in the workplace.
• Practise empathy and patience, as your role will involve more people management than your current position.
• Learn how to handle difficult conversations, such as performance reviews or disciplinary actions, in a professional and productive manner.

5. Build Strong Relationships with Senior Management

Sales managers often act as a bridge between their sales team and the company’s senior leadership. Building relationships with senior management and understanding the company’s overall strategic goals will help you align your team’s objectives with the business’s vision.

Why it matters:

Being a successful sales manager isn’t just about leading your team — it’s also about managing upwards. You’ll need to communicate your team’s progress, advocate for resources, and align sales strategies with the company’s wider objectives.

What to do:

• Take opportunities to engage with senior management, whether through meetings, presentations, or informal discussions.
• Understand the business’s long-term goals and how the sales team can contribute to achieving them.
• Learn how to present data and insights in a way that resonates with senior leaders, focusing on the impact on business growth.

6. Seek Training and Development Opportunities

Making the transition from sales executive to sales manager often requires additional training in areas such as leadership, people management, and sales strategy. Many UK companies offer management training programmes or leadership development workshops, and it’s worth taking advantage of these opportunities.

Why it matters:

Training can provide you with the formal knowledge and tools you need to manage a team effectively, giving you a solid foundation to succeed in your new role.

What to do:

• Look for in-house or external management courses that focus on leadership in the sales sector.
• Consider pursuing a professional qualification, such as the Chartered Management Institute’s (CMI) courses, which are recognised in the UK as valuable leadership credentials.
• Keep learning: Attend industry events and seminars to stay current with trends and best practices in sales leadership.

7. Prepare for New Responsibilities

As a sales manager, your responsibilities will shift from personal achievement to team performance. This can be a difficult adjustment, particularly when it comes to managing workloads and expectations. You will also be more accountable for the overall sales success of your team, which can introduce new pressures.

Why it matters:

This role shift requires a different mindset, as you’ll need to prioritise the development and performance of your team over your own individual targets. Balancing these demands is essential to being an effective manager.

What to do:

• Anticipate a shift in your daily routine. You’ll spend less time on direct selling and more on mentoring, coaching, and strategic planning.
• Learn how to delegate tasks and empower your team, rather than trying to do everything yourself.
• Embrace a mindset that celebrates team successes as your own, recognising that your role is now to enable others to excel.

Final Thoughts

Transitioning from a sales executive to a sales manager is a rewarding career step, but it comes with its own set of challenges. To make the leap successfully, you’ll need to develop leadership, people management, and strategic planning skills, while building strong relationships with senior management.

The UK sales sector is competitive, and being a successful manager requires adaptability, resilience, and continuous learning. By following the steps outlined above, you’ll be well-positioned to make a smooth transition into sales management and lead your team to success.

Are you ready to take the next step in your sales career? Check out our current sales vacancies!