By Wayne Berry, CSP (TOP GUN®)

After working for some 28 years now with thousands of Sales Managers, I've noticed that all of the successful managers I've met have developed a management style which makes them popular with their people and allows them to get the best out of these people.

Rather than the outdated autocratic style of management, these Top Gun Sales Managers are leaders, coaches and motivators. Here are a few of the techniques they use.

1. They express genuine caring about their people. They treat their staff as people and take a genuine interest in each person's personal as well as professional life.

2. They set clear goals for sales performance with their people, including activity levels. Their people know exactly what is expected of them in all of the vital functions of their job.

3. They lead from the front and they lead by example. They don't ask their people to do something that they themselves would not, or could not do themselves. People believe what you do, and who you are, much more than what you say.

4. They start earlier, stay later, work harder, and set a blistering pace for their people. They actually set the "tempo" for the team.

5. They get out of their office and go into the field with their sales people often. They call on key customers with their sales people and provide valuable feed back and coaching after each call.

6. They manage their own time well and are very well organised, thus setting an example for their people to emulate.

7. They are continually learning and growing through books, tapes, videos and courses. They know that school is never out for the professional manager, and by example they also encourage their people to be continually developing their skills.

8. They give constant encouragement to their people. Do you regularly praise and give positive reinforcement to your people for behaviour, which produces the outcomes you desire?

9. They have a task-focused business relationship. They continually discuss and focus on sales performance with their people.

10. They engage in personally focused, casual conversation, taking an interest in the personal lives of their sales people?

11. They give their people considerable freedom to exercise initiative to perform within clear Performance Standards.

12. They keep their fears and misgivings about the business climate, the company or about other people to themselves. They understand that sharing these concerns with sales staff demoralises them.

13. They keep on keeping on, even when the going gets tough. People will follow a leader like this through even the toughest times.

How do you measure up against these leadership traits?

Have a great week. Make it a great week.

Wayne Berry

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Wayne Berry is Australia's TOP GUN® Sales Coach and most in-demand speaker on Sales, Sales Management and Negotiating. Author of the best selling book “How To Negotiate And Get The Best Deal Every Time” (Also available on CD). Wayne Berry also presents seminars and workshops and speaks at conferences on negotiating.

For further information go to his site or email Wayne Berry on the address below:

Web Site: www.wayneberry.com.au
email: wayneberry@topgunba.com.au

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