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Sales Management Tip: Answer Three Questions

Lou Holtz, retired coach and motivational speaker says employees or team members want to know three things about their manager or coach; 1) Can I trust you?, 2) Are you committed to Excellence, and 3) Do you care about me. Here is specific manager activity designed to address these questions and begin leading sales teams with greater confidence.

Can I trust you?
Keep your promises, little and big.
Be clear about the expectations you have of your team.
Be fair in how you deal with all team members.
Practice what you preach or teach.

Are you committed to excellence?
Be excellent in your job responsibilities of leading, coaching, and managing your team.
Have realistic but high expectations for your team.
Provide the team with tools and resources they need to meet the expectations.
Apply best practices and be open to areas of improvement in yourself, processes and the team.
Monitor progress of your team to offer coaching tips or praise.

Do you care about me?
Show compassion when mistakes are made.
Provide education and growth opportunities to the team.
Be interested in their lives not just their sales.
Be a good listener.
Be their advocate with corporate or upper management.

Motivating and leading others does not require a lot of hype and cheerleading nor does it need a controlling dictator. Believe in your people, do what you say you will do, be excellent at your job and expect their best. You will be pleased at how they respond.

Rene is the President of Sales Manager Now, a company that provides fractional sales management services to small and family-run businesses. He has twenty-seven years of experience in sales leadership, coaching, and consulting. He is also the author of the Part-Time Sales Management handbook and is based in Auburn, California.

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