- sales management 'mistakes' create a negative impact on salespeople's belief and productivity
- sales managers must build their team's competence in how to solve problems for customers to create value.....and sales
- mistakes occur because sales managers are technically competent but are not sufficiently trained to be managers and leaders
- rather than boosting communication, sales managers fall into the trap of filtering, unconsciously disconnecting the sales team from the business and undermining their people's belief in its integrity, and what it stands for
- accepting personal accountability is the cornerstone to effective management and leadership
- eliminating any 'we/they' attitudes is vital because it cripples the ability to sell and serve customers effectively
- failure to manage themselves and develop strong salespeople is the root cause of why so many sales managers are under intense time pressure
- management is essentially a thinking, not a doing, job however many sales managers find themselves caught in an activity trap
- sales managers need to build people that can function without them; too often a lack of emotional maturity will prevent them achieving this
- sales managers fall into the trap of being 'problem solvers' rather than problem finders and coaches
- this inappropriate focus on problems rather than ojectives kills creativity, and blocks management's perspective on using those same problems to help them attain their business objectives
- by using 'Practical Sales Management' inhouse continuously, you can train sales managers how to be seriously good leaders, and develop their skills in how to performance manage people effectively and successfully
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