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Coaching your Team to Success
-Instilling coaching as part of your daily culture
-Setting clear expectations
-Demonstrating coaching skills and practicing them
-Caring enough to confront
-Preparing action plans
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This is the third of 6 articles on Sales Leadership. Hope you enjoy them.
Effective Sales Leaders
Effective sales leaders vary greatly in style from autocratic to democratic. Effective sales leaders have five common traits.
• They realize their job is getting work done through others; their success depends on the success of people who work for them.
• Their styles, techniques and policies are consistent. They don’t switch between autocratic and democratic or persuasive and consultative.
• They believe in what they do, which creates strong, contagious personal motivation and they communicate this personal motivation to their sales force who in turn display it to customers.
• They realize they are agents of change and manage change, take advantage of change, and modify people’s behavior.
Robert J. Calvin
Self review and reflection is an important part of leadership. Here are nine questions to ask yourself as a sales manager and check in on your effectiveness and abilities.
• How motivated do I appear to the sales team? Do I believe in what I’m doing?
• Am I consistent in my style of management and my techniques and policies?
• Do I attempt to get work done through other people or do I do it myself?
• How much time do I spend training other sales people?
• Do sales people have difficulty in understanding what I want from them?
• How often do sales people turn over in my division?
• Is each sales person showing net revenue increases?
• Are the sales people self-motivated or must I always prod them?
• What percentage of my time do I spend each month on administrative duties? Personal selling? Time with sales people? Other responsibilities? Or the big one, developing my people?
A good way to evaluate your effectiveness as a sales leader is to ask your sales team to answer the questions above about your leadership style and ability.
Here’s wishing you success.
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