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"Be a Coach...Be a Leader! Build a winning team"

 

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This Month's Featured Programs:

Coaching your Team to Success


-Instilling coaching as part of your daily culture
-Setting clear expectations
-Demonstrating coaching skills and practicing them
-Case studies
-Caring enough to confront
-Preparing action plans
-Measuring success
-Celebrating performance

 

Lynn designs programs specific to her client’s needs. She has developed 300 modules over her last 15 years as a training consultant. Modules can be combined or added to any program to create the ideal session for your company. 

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Feature Article

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.

Field Management,
Magraw-Hill Executive
MBA Series,
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.


Lynn Giuliani

 

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get your our own custom program

Contact Lynn at 360-319-6776 to schedule your custom designed program.


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