As a manager of the sales team, you must not only know the typical selling processes, but also understand the numbers around these processes and have a strong opinion about what works and why.
Individual meetings are where you build relationships with your salespeople and customize the environment for growth.
The key points of the Management Code are:
- Don't micro-manage; be actively engaged
- Honesty always; nobody should ever be surprised
- Be authentic
- Be the thermostat, not the thermometer
- Trust and expect the best, but verify
- Believe bigger
- Believe the fault is yours
The best Sales Boss spends more than 80% of his or her time in the coaching and mentoring role and less than 20% in the boss and judge role.
Author Jonathan Whistman details how to create a winning sales team in "THE SALES BOSS: The Real Secret to Hiring, Training, and Managing a Sales Team." A comprehensive guide into the psychology behind getting a team operating at the highest levels.
Source: Jonathan Whistman: The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team
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