Effective Sales Managers - Part 3


In my past two blogs we explored the importance of creating the right environment for sales teams to thrive (leading behaviors) and then some ideas of how to coach each individual in the team to enable them to maximize their own potential.

The final key area of the sales management role is the management of the team that is the behaviors that drive the disciplines to reach and then maintain a high-performance culture.

These behaviors must compliment the Leading and Coaching behaviors.

So, what do we mean by 'Managing Behaviors'?  For sales managers, managing behaviors can be likened to those that help with the "beat of the drum" or simply "getting things done".

Examples of 'managing behaviors' are:

1. Understand what is happening with your Team and what has to be done to keep it on track
2. Being driven by metrics and understanding the leading and lagging indicators
3. Ensuring customer value is both measurable and actually communicated
4. Being consistent in the way goals are achieved

We find that when sales managers have strong leading and coaching behaviors but lack the managing behaviors much of their efforts are lost as the sales team do not actually develop the sales 'habits' that drive high performance.

Similarly, if the managing behaviors are implemented with the leading and coaching behaviors, the team members will respond negatively, and their behaviors will simply drop into a "tick the box" category that keep their manager happy.

We all have a natural bias to one of the leading, coaching or managing behavioral groups, so if you manage a sales team, consider where your preferences lie and how to best keep them in balance.

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