In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
We judge ourselves by our intentions and often judge others by their actions. You might believe (your intention) you are bringing CALM to your sales management, but could your actions be speaking differently to your sales team? Sales Managers bring CALM when they focus on four areas.
1. Bring Clarity
I want to share an acronym I’ve created called CALM. Sales managers and sales leaders bring CALM.
C stands for “Clarity”. I recently read an article where Satya Nadella, the CEO of Microsoft, was interviewed. He was sharing some of his perspectives on leadership. He was there when Bill Gates and Steve Ballmer were CEOs, but he brought his own self and his own style of leadership. Here’s a quote he has on Clarity: “Leaders have this innate ability to go into situations that are uncertain, ambiguous and bring clarity. Leaders are not people who go into a confusing situation and create more confusion. They actually create clarity, and that’s sort of one thing that leaders absolutely have to hold themselves to as accountable.”
2. Create Accountability
A stands for Accountability. How do we create accountability? We’re clear about what we as leaders are accountable for and what people should expect from us. And likewise, we are clear on what we expect from others and communicate it clearly and confirm their understanding. Are we holding up our end of creating an accountable environment or simply expecting to have one?
3. Be a Leader
L stands for leadership. Leadership is about setting a direction. For example, rather than saying, “Hey, go sell as much as you can”, give your sales team a purpose. That’s leadership. For instance, a leader might say, “Hey, guys, as a team, our responsibility is to bring in the revenue. In this quarter, the company is counting on us selling this dollar amount. Additionally, they’re counting on us selling this much product line. Whatever it might be, create that vision and clarity for them.
4. Execute Management
M stands for Management. A good manager will bring the structure, the processes, and the systems. When there’s structure and organization, a team can function better. Think of a football team. There are 11 players that have one instant when they snap that ball. Every player is doing their responsibility in an attempt to score a touchdown. It takes a lot of coordination, practice, structure, systems, information, and education to make that play go well. And so management is about bringing all that structure and system together so your team can score more touchdowns, and make more sales.
CALM: Clarity, Accountability, Leadership, Management
Bring CALM to your team.
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