The most important three words in sales management
By Max Cates, Servant Leader Sales Coach; and Christian Rebec, Leadership Consultant Home (servantleadersinsales.org) https://booklocker.com/11051
Three simple words are key to successful sales management: Help Others Succeed. These simple words capture the spirit and intent of leadership. These words are the definition, the code of conduct, behavioral guide and effective practice of real leaders.
Here are the main components of supercharged sales management by helping others. Ask yourself these questions:
1. Empathy. Can you put yourself in the shoes of your sales people, understand their motivation, their fears, their weaknesses and strengths? Can you listen and ask questions instead of telling and selling?
2. Humility. Do you have the self confidence to be humble? Can you admit mistakes, ask for help, hear and act on suggestions, give the credit to your sales team? Are you selfless, deferring your own initiatives to help your people reach their goals? Do you seek and value constructive criticism from your team?
3. Courage. Do you have the courage to step outside the box, be an outlier, take risks to win? Like Captain Sully who landed in the Hudson River, are you brave enough to adapt, adjust and make bold decisions? Do you believe in yourself? Really? Or do your doubts overtake you? Do you have the courage to doubt your doubts, and believe in your experience and instincts? Is fear of failure obscuring the joy of achievement?
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4. Self Awareness. Do you know yourself, your trigger points, your impulses? Are you committed to self management before managing others? Do you have the self control to be the calm one in the eye of the storm? Are you as good a leader as you think you are? Do your people see you as a real leader?
5. Grace. Are you able to provide undeserved favor to your sales team? This is the ultimate in sales management, being able to answer anger with patience, seeing failure as learning, giving second chances, encouraging others when no one encourages you, resurrecting those who are burned out, developing the slow learners, keeping an unshakeable belief in your people...
These same values (called Servant Leadership) that create high-performance teams also pertain to productive relationships with customers. They are all teachable values. Instruct your sales people to Help Others Succeed. And be the example they follow.
For more on effective sales management, see: Home (servantleadersinsales.org)
"Great discussion on #sales management! ?? As Peter Drucker famously said, 'The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.' Applying this wisdom can revolutionize how we approach sales! ?? Also, if you're passionate about making a global impact, check out this upcoming sponsorship opportunity for the Guinness World Record of Tree Planting: https://bit.ly/TreeGuinnessWorldRecord ????"
"Great discussion on #sales management! ?? Remember, as Zig Ziglar once said, 'You don’t have to be great to start, but you have to start to be great.' Keep pushing boundaries and adding value to your customers' lives! ????"
Five good points Max Cates. Salespeople will treat their customers the same way the sales manager treats them. The art of sales leadership and management is to achieve the goals through other people, namely the sales team