Sales manager development program

WelcomeWelcome

Goal of this tutorial…..

» Create awareness of how your attitude, values, energy, and behavior impact the performance of your team

» To provide you with ideas, tools and strategies that help you improve your leadership skills

Why Focus on Leadership? Why Focus on Leadership?

It’s no longer just about YOU….

» Sales managers….

– Are accountable for the success of the individuals on their team

– Must now get things done through others

– Actions / behaviors have far reaching consequences

» Sales management is a privilege and a huge responsibility

Why Focus on Leadership? Why Focus on Leadership?

Ability to get yourself and a group of people from where you are to where you need to be – and do this on a consistent basis

» Where is the team today?» Where do we need to be by when?» How do we get there?

Self reflection

» Think back to when you took over the team– Is the team in a better or worse place now?

– Where does the team need to be three months from now?

What Others Expect From Sales LeadersWhat Others Expect From Sales Leaders

• Get the team to a better place – consistently

• Do so in a mature, sustainable way

The Wrong WayThe Wrong Way

“Micromanaged. Would not teach us what we needed to know to succeed. Preferred to do our work for us.”

“Took credit for all of our successes; took no ownership of our failures.”

“Never stated what was expected.”

“Avoided tough decisions and conflict at all costs.”

“Would constantly point out how screwed-up our company was, causing some of us to question why we should work here.”

“Told us what the rules were but didn’t follow the rules himself.”

The Right Way

1. Communicate clear expectations

2. Create a learning environment

3. Remove barriers and distractions

4. Model the way

What do leaders do?

Communicate Clear ExpectationsCommunicate Clear Expectations

What to focus on » Goals (team and each individual)» How to get there (skills, effort required, etc.)» Values and behavior» What’s the payoff if the goal is achieved» How we are doing (team and each individual)

Best Practices» Over communicate» Be consistent

Create a Learning EnvironmentCreate a Learning Environment

What to focus on » Identify what a subordinate needs to

master in order to succeed in the role

– Show where the bar is, how to do “X”

– Create a development plan for each person

» Schedule one-on-one time each week

» Express confidence and trust in people’s abilities– Encourage risk taking / self sufficiency / ownership

Create a Learning Environment (cont)Create a Learning Environment (cont)

Best Practices

» Do not do the work yourself, let your subordinate do it while you provide feedback

» Keep a positive frame of mind

» Develop a scorecard for each person

» Make learning your top priority

Remove Barriers and DistractionsRemove Barriers and Distractions

What to focus on

» Identify what is preventing your team from being more successful / productive

» Take initiative to overcome obstacles and remove distractions

» Step up to conflict / reality

Best Practices» Act quickly and decisively

Model the WayModel the Way

What to focus on

» Be clear about your philosophy on leadership

» Follow through on commitments and promises

» Set the example of what is expected– Competence, attitude, values, work ethic

Best Practices» Display humility

» Promote the team, not yourself

» Be open to suggestions / criticism

What is the Impact? What is the Impact?

Communicate clear expectations Team will be focused

Create a learning environment Improve ability to make goals

Remove barriers & distractions More time spent on productive sales activities

Model the way Builds respect, sets the tone for the team

What Should I Do Now?What Should I Do Now?

Time for self reflection

» When was the last time that I set expectations with the team?

» How can I create a more effective learning environment?

» What barriers / distractions do I need to remove?

» How can I do a better job of “modeling the way”?

SummarySummary

How can leadership fundamentals impact your results?

» Your attitude, values, energy, and behavior impact the performance of your team

» Being aware of practical leadership fundamentals will help you become a better sales leader

» Mastering the four leadership fundamentals will positively impact your ability to:

– Attract and keep top performers– Make your numbers– Enhance your career