A sales manager need’s to be a leader, the quarterback of your team.  As the leader, you need to know each team member and their capabilities.  Know that when it’s time to implement the plan you can pass the ball to them and they will get it to the goal.

Let the salesperson manage sales within their defined market responsibility.  The sales manager’s job is to manage and lead the team.  Set goals and develop actionable plans with identifiable KPI’s.  And, work in collaboration with the marketing team.  To help produce actionable leads.