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4 resolutions for sales managers

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Everybody wants to improve in the New Year. Here are some tips for bettering your sales management skills.

1.    Stop managing, start leading. The role of sales manager is in reality a leadership role. The choice you have to make is whether your role is primarily an administrative or a strategic one. Resolve to spend more time leading and less time managing.

2.    Stop managing, start coaching. You want your team to be resourceful and to take the initiative. Telling people what to do deprives them of the chance to be what you want them to be. Resolve to spend more time coaching.

3.    Fewer, more impactful meetings. Cut the number of meetings you have by some amount that shocks everyone, including your peers. Then make sure that every meeting you have ends with concrete change. Hold people accountable for results that produce noticeable, measurable improvement.

4.    Fewer emails, more face-to-face meetings. If there’s an overused technology more detrimental to producing results than email, I’m not sure what it is. If the conversation is important, have it face to face, over a video chat or over the telephone (in that order). Resolve to communicate in the most effective manner possible.

Becoming a truly great sales leader isn’t rocket science. Small adjustments to your philosophy may be all that’s required for your and your team to have the best year ever.

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S. Anthony Iannarino is the managing director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company, and an adjunct faculty member at Capital University’s School of Management and Leadership. For more information, go


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