Articles
Traits of a Good Sales Manager
Posted on 2/28/2010 in Management by Darryl Rosen
Good sales managers...
- Keep their styles, techniques and policies consistent. They don't switch between autocratic
and democratic, or persuasive and consultative.
- Believe in what they do, which creates strong, contagious personal
motivation, and they communicate this strong personal motivation to the sales
force, who, in turn, display it to customers.
- Realize that they're agents of change, and they manage change, take
advantage of change, and modify people's behavior.
- They set standards, are critical, and sit in judgment.
- Look inward and ask questions
- How motivated do I appear to the sales force? Do I believe in what I'm doing?
- Am I consistent in my style of management and my techniques and policies? Am I consistent in the use of love and fear? Am I consistent in perceiving a salesperson as an angel or devil?
- Do I attempt to get my work done through other people, or I just do it myself?
- How much time do I spend training salespeople?
- Do
salespeople have difficulty understanding what I want from them?
- Are organized, prepared, focused, confident, enthusiastic, emotional,
passionate, excitable, and are good presenters. A good sales manager maintains the right tone of
voice, eye contact and is hard working.
