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January 13, 2015 at 11:00 PM
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.
