When Sales Management is weakened

A successful sales Manager has to be a bit of a Director, Counselor, and Mentor. It is a position that requires more than just sales skill, He must be able to lead.

There are some things that will weaken a Sales Manager’s leadership and thereby weaken the team .

1. ALLOWING BAD HABITS
We fall into this trap because sometimes it is easier to put up with the mess than make a change . But bad habits weaken you as a leader and cost you the respect of the players on your team that are trying to do things right. The old saying one bad apple spoils the bunch is true.
A strong Sales manager will point out laziness and poor work habits. Call it what it is, and address it.

2. HAVING SACRED COWS
How many times I have seen this , A salesman who is with a team for years and years, just floating along because of a sense of misplaced loyalty. The team soon emulates his work ethic, and the results show it.
” Old Joe has been here forever ! He doesn’t sell much, and he thinks he is entitled to special treatment. But its Old Joe and what do you do ? ”
Answer : The same quotas and expectations that are placed on the rest of the team apply to “Old Joe” as well. This is a MERIT based position. Loyalty is appreciated and valued, BUT performance is REQUIRED.

3. VALUING POPULARITY OVER RESULTS
We are paid to lead.
Our value comes from that leadership.
Teams follow leaders.
We are not always going to be liked. It is just a simple truth of Leadership , sometimes we will be unpopular. Our principles will overcome this situation and the resulting success of the team will complement our position.
As a leader you have to respect and give place to the opinions of the team, However you must keep your focus on the goal . Accept and implement good ideas that move the team in a positive direction. But respectfully decline those that will not move the team forward.

As always
Sell like your living depends on it

Donnie

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2 Comments on “When Sales Management is weakened

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