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How to be a Successful Manager

How to be a Successful Manager.
Today we will talk about the Commercial Manager

For any position that requires organizing a team of people to have a clear definition of tasks in their job description should be fundamental, however there are many companies where this documentation does not exist or is delayed and it is intended that the professional gets to almost “define the position”, we are talking about SMEs companies, because in corporate companies there is usually staff dedicated to this. In order to clarify How to be a Successful Manager, in this blog we will discuss the role and responsibility of the Business Manager.
In our experience we have generated a base of elements for management positions, since sometimes they arise from people who do not have the experience but do have great capacity and commitment, or also because in family businesses family loyalty is privileged over technical skills. Whatever the case may be, we will leave some basic tasks for any commercial manager.
Distinguishing that the commercial task involves not only sales but also management, relationship, strategy and marketing activities, since it is common to hear the commercial manager only about sales.

Generic Description of the role of the Commercial Manager

“Efficiently plan, organize, direct, control and coordinate the commercial system, designing strategies that allow the achievement of business objectives, directing the development of marketing activities and sales conditions.”

How does this work? Or what should this type of manager normally spend his or her time on?

1.- Define or update its Business Model:
If we are not clear about our business model, it will be difficult to analyze the results of our company. If it does not exist, it must be urgently constructed so as not to make decisions based on the intuition of the partner-managers. This is part of the organization that everyone must be aware of in order to be aligned. A model clearly determines what is the added VALUE that we are giving to customers, and its updating is fundamental given that the market is changing abruptly these days.

2.- Define and measure your Sales Force:
The sales force must be based on what the business model determines as basic characteristics of our services or products and above all the added value of such.
These teams should be monitored with tools such as CRM software with clear measures of their time usage and responses to campaigns that the company determines.
On the subject of profits, commissions are always suggested based on business margins and not on sales. This requires rigorous and clear costing.

3.- Activate Media Marketing campaigns:
The traditional marketing of common media such as press, radio and TV, was complemented by social networks, even leading the former to suffer certain possibilities of disappearance.
Digital marketing is much closer to customers and almost immediate which adds service challenges. No company can be exempt from being active in social networks and include practices to approach its customers through omnichannel processes.
and as a result of AI activities (business intelligence applied to commercial data analysis in this case).
In SMEs it is important to assume that managers now have a role of “reporters” as they must systematically add content to the network managers.

Defining a digital marketing scheme requires the generation of both technical and human contents, which provide proximity of what we do to the customer, either through B2B or B2C, that is, whether our business trades with companies or end customers.
Since last year, customers have increased their demands on companies and this forces them to have a “behavior” of contribution to the community and marketing fulfills this social and commercial role.

Management Control:
The use of control tools, such as a CRM, establishes the measurement of the stages of the sales process, progress, salespeople’s goals, KPIs or management indexes.
Added to marketing and its ratios to achieve purchase intent and/or positioning.

These reports, taken to the general manager and/or board of directors on a regular basis, provide a rich source of management information and adjustments.

As you can see, the Commercial Manager is becoming more and more technologized and must manage current strategic and technological variables. Moreover, traditional marketing managers have migrated into the commercial role, and there are many mergers of this. The world changes and we must change with it.

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Knows the variables of current team leadership and integrates practical tools.

Today we find ourselves in a world where technological progress and cultural change are moving at a speed that requires us to develop and incorporate new tools and work competencies that allow us to develop our work and achieve our objectives.

On the one hand, we are in a globalized world where we can carry out online exchanges that used to take place face-to-face, generating a scale of business that was previously unimaginable. Our market today is unlimited, there are no barriers, which allows us to access potential customers who are on the other side of the world, however competition is also greater, since the possibility is open and available to all those who integrate technology as part of their work and dissemination tools.

For a company to be able to balance all the current variables, it is necessary to have high performance teams and therefore, a leadership style in line with the current times.

The term leader is used to refer to an individual who possesses special characteristics to lead organizations, communities or countries. Within an organization it is associated with being a boss. In business circles, leaders are confused with “position” or “position” within the organization: the general manager is called the leader; the same is true of any person who has a higher position within a hierarchical structure in relation to those at a lower level of the formal hierarchy.

The search for “good bosses” involves being able to identify professionals who possess leadership attributes. This leads specialized entities to look for talents (individuals) who are tested to measure these capabilities.

Being a leader goes beyond the position or role in a company, because even if you do not have any “leadership” position, it is possible to be a leader and be an influence on the environment.

It is evident that today we are experiencing a new way of working with variables that the style of leadership within the company must consider in order to manage all the variables related to the environment, technology, intergenerational work, changing political systems, immediacy, excess of information, access to a globalized market, way of doing business, more demanding and informed citizens, and so on.

Faced with this, there is no doubt that leadership requires a rethinking, new competencies, since today’s requirements are totally different from those of a couple of years ago, even last year.

Leadership today has a different vision and it is necessary to integrate it.

Today, communication, collaborative work, self-management, emotional intelligence, technology, innovation and creativity are more relevant.

We have to incorporate a new way of doing things, which has to do with a cultural change, with vision and practice.

Cursos online de desarrollo profesional y personal.
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We invite you to learn more about our course "BUSINESS LEADERSHIP".

Online workshop that aims to provide updated tools to achieve effective business leadership, online (virtual leadership) and/or face-to-face, in a constantly changing world. Today we need a more human leader, with a sense and a vision of life, who seeks first in himself and then in the different teams to which he belongs.

We invite you to learn more about our courses.