Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to spot.

Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those goals.

As a manager, your success depends on your ability to:

? Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;

? Develop and manage these people to meet specific performance standards.

Management is a process because it involves a series of skills. But management is as much attitude as it is skills. Managers should be helpful supporters, working to build trust and confidence, and seeking to improve performance by recognizing that individuals have different needs, motivations and aspirations.

That means, the more of a leader you are, the better manager you will be.

Happily, most leaders are made, not born. They are cultivated, shaped and strengthened by education, training and real-world experience. Understanding leadership AND management is a good way of becoming more proficient at both.

What is leadership? What does it take to be a leader? Here's a short course:

? Leadership means having a mission and inspiring others to be committed to it. The mission is everything; leaders approach it with enthusiasm.

? Leaders are agents of change; they make decisions based on a vision of the future, not just on established directions. ? Leaders take risks to make things happen that would not otherwise happen.

? Leaders need a combination of competence, integrity, credibility and authority. They're seen as being involved in a lot of things and able to answer a lot of questions.

Leadership is a collaborative, not individual, process. It's the ability to get people to do what you want them to because they want to do it!

? Leaders help people do their best.

? Leaders depend on themselves and act on their own authority, but they recognize the importance of others.

? Leaders ask questions and know how to listen.

? Leaders let others talk; they don't talk about themselves.

Leadership begins when people disagree.

? Leaders recognize that performance and progress are forged on the anvil of constructive conflict.

? Leaders are willing to be unloved! In the words of Admiral John S. McCain (the late father of the Senator): "People may not love you for being strong when you have to be, but they will respect you for it and learn to behave themselves when you do." Try it; it works!

Qualities of an Effective Leader

? Leaders are purposeful; they have a clear view of their objectives and avoid digressions into irrelevancy.

? Leaders know their stuff; they have a thorough grasp of their subjects, when possible, backed up with hands-on experience.

? Leaders are prepared. No matter how well you know what you're talking about, choose appropriate ways of getting your message across. Avoid shortcuts.

? Leaders are enthusiastic, but season their enthusiasm with intelligence and appropriate humor.

? Leaders understand the use of drama. Dull is boring, so cultivate a sense of staging, especially when addressing a group.

? Leaders are confident and easy-going. Regardless of their management style, they speak clearly, projecting their voices and looking people in the eye. Distinct speech is a sign of distinct ideas; self-assurance catches on.

? Leaders maintain a positive attitude. They never speak ill of their organizations or of individuals under their management. The glass is always half full, never half empty.

? Leaders demonstrate the contagion of example. It's not enough to talk the talk; leaders must walk the walk.

? Leaders support their subordinates, giving them the widest possible authority and discretion, while keeping responsibility centralized with themselves.

? Leaders live the U.S. Army's motto: Adapt, Improvise and Overcome.

Leadership Makes Businesses Work

If management ability keeps systems operating efficiently, leadership identifies management needs and seeks systems to address them. If management skills are required to administer existing programs and systems, it takes leadership to create a vision of success, and get people excited about attaining it.

In short, leadership-provided by agency heads, sales managers and other members of the management team-makes businesses work. It enables them develop to the limits of their potential, then helps them break those limits.

Wnat More? Send comments and questions to w.willard3@knology.net

Sources:

Management Online ? A "Do-While-Learning"? Program, The Diversified Group

The Marine Officer's Guide, Naval Institute Press

Bill Willard has been writing high-impact marketing and sales training primarily for the financial services industry for 30 years. Through interactive, Web-based "Do-While-Learning?" programs, enewsletters and straight-talking articles, Bill helps SBOs and independent professionals get the job done: profitably improving performance, helping grow your business, skipping expensive mistakes, making the journey to small-business success faster, smoother, easier. And fun!

---

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More