December 9, 2008

Making of a Great Sales Manager

Posted by Bizaholic | 10:26 PM | with 0 comments »

What makes a great sales manager? Based on close observation of some excellent sales managers, here are a few essential traits:
  1. Self directed accountability for the results of his team. Every great sales manager has an inner desire to deliver what has been committed and he can shake the whole world to keep his words.
  2. Accessibility. Great sales managers are accessible 24*7 for their team members and customers. They are always there to guide their team and listen to their customers.
  3. A leadership style that shows direction to the team members but avoids too much hand holding. They believe that sales is more of an spontaneous process and hence all sales personnel must quickly learn to stand on their feet and take decisions without much dependence on their superiors.
  4. Aggressive work style. They are aggressive as far as growth of business and delivery of sales numbers are concerned.
  5. A sense of urgency. Dilly-dallying is never appreciated by a great sales manager. They believe in the power of now and love to act fast.
  6. Action orientation. Great sales managers have firm belief in the motto of "actions speak louder than words". They are men and women of action and speak the language of execution.
  7. People orientation. They love to engage with people and are empathetic to their team members, customers, and trade partners.
  8. High on energy and enthusiasm. Sales is a tiring process and there are times when things appear too gloomy. A great sales manager must have the ability to not only keep himself motivated through such testing times but also his entire team.
  9. Ability to leverage strengths and not get distracted by weaknesses. Strong sales managers believe that focusing on strengths of individuals and team is the key to success. They seldom delve into weaknesses. They are into business of milking strengths to achieve great results.
  10. Belief in the principle - "Credit goes to the team; blame comes to the leader".