Are You Leading or Dictating?
As a sales manager, are you in the "do as I say" mode? I recently spoke with a sales manager who expressed frustration, saying, “I don’t want to babysit and hold hands. I need my team to be independent and stand on their own two feet.” While independence is ideal, this approach can miss a crucial element: effective leadership involves both guiding and empowering.
Accountability Starts With You, the Manager
You want independent, self-motivated individuals on your team, but as a manager, it’s essential to actively contribute to their growth and success. This means inspecting rather than expecting. True leadership isn’t about dictating; it’s about setting the stage for others’ success. Are you regularly engaged with your sales team, setting clear expectations, and providing the support they need?
Accountability Goes Both Ways
When managers discuss accountability, they often mean holding others accountable. However, a successful sales manager also holds themselves accountable. Aiming to set a standard? Make sure you’re practicing it consistently. Setting policies without commitment or follow-through only undermines your authority, turning your efforts into background noise that your team may eventually ignore.
Implementing Policies: A Structured Approach
Policies and programs are just the beginning. You must explain their relevance, show how they impact both the company and individual performance, and maintain a consistent follow-up process. Example: Planning and Cold Calling Cold calling is a challenging task that often meets rejection, but with a structured plan, it can become manageable. For instance: Planning is essential. As a manager, work with your salespeople to ensure they understand effective strategies before contacting prospects. Accountability for Action: Establish a clear goal for the number of calls to be made within a specific timeframe. Review the call lists and provide constructive feedback on each outreach.
Coaching: The Sales Manager’s Secret Weapon
The role of the sales manager extends far beyond setting quotas. It’s about coaching and nurturing a productive process. Role-play scenarios with your team to help them refine their techniques, develop confidence, and handle objections effectively. This is especially crucial for high-rejection activities like cold calling. Your involvement and demonstration set a standard for professionalism and preparedness.
Motivation and Mentorship: Core to Managerial Success
Sales management isn’t just about numbers; it’s about motivating, mentoring, and guiding the team through challenges. When coaching cold calling, for instance, remind your team that rejection isn’t personal. With the right approach, they can soften the prospecting process and learn to move forward with resilience. Encouraging behavior rather than solely focusing on outcomes builds confidence and consistency. Celebrate the calls made and the efforts to plant future opportunities, even when they don’t immediately convert.
Make Your Time Count: Focus on Proactivity, Not Firefighting
One of your greatest resources as a sales manager is your time. If you’re constantly addressing emergencies, you may be overlooking core areas that need proactive management. Dedicate time to: Refining and enhancing sales techniques. Building a positive, growth-oriented mindset. Reinforcing productive behaviors.
Empathy and Adaptability: The New Paradigm for Sales Managers
The sales landscape is rapidly changing. Many managers are back in the field, experiencing the same pressures as their team. This renewed empathy is valuable; it bridges the understanding gap and keeps managers grounded in the realities of today’s sales challenges. Staying competitive requires evolving beyond traditional roles, fostering a culture of adaptability, and supporting your team through every challenge.
Conclusion: Leading Your Team to Victory
Leading a high-performing team requires more than setting directives. Reflect on your managerial approach: What are you doing to drive success? Are you actively contributing to your team’s growth and giving them the tools they need to succeed? True leadership is proactive, supportive, and empowering.
