FREE · THE JOB

What a sales manager actually does

“The Sales Manager’s Map” is a free 14-page PDF for people who were recently put in charge of a sales team. It splits the job into six areas and helps you rate yourself in each one now and again in 90 days. It also has a first-month plan and a glossary of 30 terms.

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  • English
  • updated October 13, 2026
A paper map of six connected areas drawn in ink, one area highlighted in saffron

Who it is for

Who it is for

For the manager of a small sales team, especially if you were selling yourself not long ago. You do not need a CRM to use the map.

What this means for you

Pick the option that fits you, and the answer for your situation appears below.

Your experience in the role
First month in the roleUp to a yearMore than a year

First month in the roleStart with the first-month plan, where the month is laid out by area. Rate yourself now, even if the scores are low: in 90 days you will have something to compare with.

Up to a yearThe self-assessment shows which of the six areas is falling behind. Start the next 90 days there.

More than a yearUse the map to check yourself across all areas, and to explain the job to the person you are preparing to take over from you.

Team size
1–3 people4–10More than 10

1–3 peopleIn a team this size you most likely still sell yourself. Note on the map how many hours a week go to your own deals and how many to managing.

4–10The map is built for a team this size: each of the six areas needs some of your time every week.

More than 10You will run some areas through senior salespeople or team leads. Mark on the map which areas you keep and which you hand over.

The six areas are the same in any industry. Only the examples change.

What it does not do

  • it does not measure you: the self-assessment is your own view;
  • it does not replace advice on your specific team;
  • it does not include the spreadsheets and templates from the paid kits.

What is inside

What you get

  • Start-here.pdf

    one page: where to begin, what is inside, how to print

  • The-Sales-Managers-Map.pdf

    14 pages: six areas, first-month plan, glossary of 30 terms

  • Self-assessment-and-first-month-fillable.pdf

    3 fillable sheets, 68 fields

ZIP 631 KB, English.

How it works

How it works

Six areas of a sales manager’s job

Six areas of a sales manager’s job1People2Process and stages3Numbers and forecast4Customers and first reply5Management rhythm6Relationship with the ownerSelf-assessment now and in 90 daysSix areas of a sales manager’s job1People2Process and stages3Numbers and forecast4Customers andfirst reply5Management rhythm6Relationshipwith the ownerSelf-assessment nowand in 90 days
How it works. The job splits into six areas. You rate yourself in each one now and again in 90 days.

Where to go next

Where to go nextThe MapfreeOwner conversationfreeFirst 30 Daysfirst-month kitKits by areareplies, pipeline, numbers, peopleWhere to go nextThe MapfreeOwner conversationfreeFirst 30 Daysfirst-month kitKits by areareplies, pipeline, numbers, people
Where next. The map is the entry point: from it you go to the conversation with the owner and to the kit for each area.

Questions

Questions and answers

How is a sales manager different from a salesperson?

A salesperson is responsible for their own deals; a sales manager is responsible for the result of the whole team. The job is to keep sales moving without being part of every deal: through people, a clear process, numbers and regular meetings.

What does a sales manager’s job consist of?

Six areas: people; process and stages; numbers and forecast; customers and first reply; management rhythm; the relationship with the owner.

What should I do in my first month?

Agree on expectations with the owner, talk to each salesperson, write down the deal stages, put regular meetings on the calendar, choose the rule for counting a sale and measure how fast customers get a first reply. The map has a week-by-week plan.

How do I assess myself as a manager?

With the self-assessment sheet: two checkable statements per area, a score from 1 to 5 and a date. In 90 days you score yourself again and compare.

Do I need a CRM?

No. A list of deals in a spreadsheet or a notebook is enough. The map explains what to record in it.

How much does the map cost?

Nothing. Leave your email, confirm the address with the link we send, and the file arrives in the next email. It also stays in My materials in your account.

Author

Who made this

Natalia Kotovich

Author: Natalia Kotovich. About the author: .
Updated .

Route

Before and after this

Before thisFirst 30 days checklist (free)After thisFirst Week: The Conversation with the Owner (free)After thisFirst 30 Days Sales Manager Operating KitAfter thisSales Audit

Every term on this page is explained in the sales manager’s glossary, the same one for all our materials. Free: the conversation with the owner, the first 30 days checklist, the guides “How to run a sales meeting” and “Sales funnel stages”.

The map is free. Leave your email and it arrives in your inbox.

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