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YOUR ROLE AS A SALES MANAGERIn today’s competitive marketplace your role is one of the most challenging positions in the organization. Your success is dependent upon your ability to achieve goals through the actions of others. Being a Sales Manager is a two-way street; take care of your salespeople and they will take care of you.
Life and work aren't always perfectYou are human and so are your salespeople. Just like you they exhibit many different personal attributes and behaviors. They also, like you, have both strengths and weaknesses. Learning how to use strengths to their best advantage and helping with areas of weakness is an art. One of the things you must learn about people is they accept jobs for reasons that may differ greatly from yours. Some see it as simply a way to earn a check; others see it like you do, as a stepping stone to bigger things. For this reason you cannot expect everyone to share your level of commitment to success. The Ultimate ChallengeTake average people and accomplish above average results. Easier said than done. A Sales Manager who can do that is fulfilling his role. In order to create that success you need to develop your communication skills, training skills and get to know your people as
individuals
and find out what their ambitions are. Do not be alarmed if they do not match yours. IT STARTS BY HAVING THE RIGHT PEOPLEStart with an in depth analysis of your sales team. Far too often we simply see they are not selling enough and fail to see what the root cause might be. Analyze them as people. What are their strengths? Where do they need
additional training
and help? Do you know of anything not job related that is hindering their performance? If you have decided to replace someone review the following information before you make a decision about choosing a replacement. If you find this information useful recommend it to a friend. |
