Sales / Business Development
Sales Managers typically oversee and lead the daily operations of the Sales Department. Their responsibilities vary with the size of their organizations, the sector (Manufacturing, technology, FMCG etc.) and the business type they operate within ( business to business (B2B) business to customer or consumer (B2C) ).However, they are typically accountable for the success of their company’s sales operations by monitoring sales performance, setting sales goals, assigning sales territories and coach/train their sales teams. They are responsible for developing and implementing plans and strategies for company’s business growth.
|Developing and implementing sales strategies to expand the client base and ensure growth
|Conscientiousness Achievement striving Activity level
|Building and maintaining relationships with customers; understanding their needs and ensuring a high level of customer service
|Amiability Understanding customers and others Communication skills – Understanding others Communication Expressiveness Social confidence Creativity and problem solving
|Forecasting: Creating sales forecasts in order to assist in decision making and strategy setting.
|Understanding customers and others Math ability Creativity and problem solving
|Setting and managing sales budget
|Reviewing sales reporting versus forecasting; uses data to monitor results project sales, determine profitability and targets, identify potential new market segments and/or areas for improvement as well us to monitor market’s preferences
|Working with a team
|Teamplayer Positive group practices Teamplayer Respect for rules Teamplayer Helping Others
|Equality and fairness in leadership Leadership
Soft skills measured by TraitForward
|No of Questions
|Cronbach’s alpha (α)
|Do they have a desirable work ethic?
|Can they multitask? Can they handle demanding workloads?
|Are they motivated to make their work stand out?
|Are they calm? Do they respect others?
|Understanding customers and others
|Do they understand the emotions of others?
|Are they moral, honest, do they follow the rules?
|Communication skills – Understanding others
|Do they understand others?
|Teamplayer Positive group practices
|Do they like being included in a group?
|Do they express themselves effectively?
|Are they able to express themselves social situations?
|Do they have math abilities?
|Creativity and problem solving
|Are they creative problem solvers and planers?
|Equality and fairness in leadership
|Do they operate according to the principles of fairness and equality?
|Can they take charge?
|Teamplayer Respect for rules
|Do they follow rules?
|Teamplayer Helping Others
|Do they like helping others?
Did you Know?
Source: US Department of Labor – Bureau of Labor Statistics
Find out the psychometric properties for the Sales Manager Traitforward questionnaire