9 Resolutions for Sales Managers

  1. Stop Managing, Start Leading: The role of sales manager is really a leadership role. The choice you often have to make is whether your primary role is managerial and administrative or whether it is leading a team. Resolve to spend more time leading and less managing.
  2. Stop Managing, Start Coaching: You want your team to be resourceful, and you want them to take initiative. Telling people what to do deprives them of the chance to do either one of these. Resolve to spend more time coaching.
  3. Fewer, More Impactful Meetings: Cut the number of meetings you have by some amount that shocks everyone, including your peers. Then, make sure that every meeting you have ends with some concrete change that people are accountable for and that results in a noticeable, measurable improvement.
  4. Less Email, More Face-to-Face: If there is an overused technology more detrimental to producing results, I am not sure what it is. If the conversation is important, have it face-to-face, over a video chat, or over the telephone (in that order). Resolve to communicate in the most effective manner possible.
  5. More Praise!: Everyone loves to be recognized for their contribution. People love to be celebrated, and they love to celebrate their victories. You want to improve your culture? You want to do something that changes your relationship with your team that doesn’t cost anything? Resolve to dole out some serious praise.
  6. More Gratitude!: I am sure you are grateful for the results your team produces. But they don’t recognize or feel that gratitude unless you make them feel it. Say thank you. Send a card. Resolve to appreciate the good work your team does.
  7. More Air Cover: Your team needs you to negotiate on their behalf with the organization for whom you are all working. They need help making adjustments on behalf of their clients and dream clients. They need help, and they need additional support and resources. Resolve to provide more air cover.
  8. Listen Up: Sometimes your team just needs you to be there to listen. Instead of trying to share your thoughts and ideas, just let them speak until they run out of words. More than half the time, your team will answer their own questions by talking it out without you saying word. But the fact that you listened is priceless. You resolve to listen more.
  9. Reflect: Leadership is a difficult role. You need to take down time to think, to reflect, and to synthesize your experience. Resolve to spend some time working to become the leader that you aspire to be–and the leader your team needs now.

Filed under: Leadership, Sales 3.0, Sales Leadership, Sales Management

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