Think about your career and the steps you took to get where you are now. I bet the companies you left for "a better opportunity" was more because of your manager. Maybe your manager never took an interest in you; maybe he/she was more of a boss instead of a leader; maybe the glass was always half empty instead of half full. The bottom line is you left because you viewed your manager as a liability instead of an asset to you and your future ... right? Now, take a moment to look at the sales management level at your organization. They are the key to working through this difficult economy.
Do a quick check on your sales management level ... just answer yes or no ...
- Does your sales manager(s) lead by example?
- Does your sales manager(s) recognize and give credit to his/her staff publicly and privately?
- Does your sales manager(s) have an individual plan for each staff member?
- Does your sales manager(s) hold themselves and his/her staff accountable for results?
- Does your sales manager(s) communicate clearly and daily with their staff?
- Does your sales manager(s) spend time in the field with his/her staff to coach?
- Does your sales team view your manager as a role model or mentor?
If you answer 'no' to any of these questions I would recommend you focus your "sales improvement" program on your managers rather than your sales staff. I have never seen an average sales staff with an outstanding sales manager. If you can answer 'yes' to all 7 questions above your sales management level will propel your sales through this economy and ahead of your competition when things improve.