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5 more 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.    More praise. People love to be recognized for their contributions. They need to be celebrated for and to celebrate their victories. Want to improve your culture? Want to do something economical to change your relationship with your team? Dole out some serious praise.

2.    More gratitude. I’m sure you’re grateful for the results your team produces. But they won’t feel that gratitude unless you make them feel it. Say thank you. Send a card. Appreciate the good work your team does. You’ll earn their respect and loyalty.

3.    Provide air cover. Your team needs you to negotiate with your organization on their behalf. They need help making adjustments to best serve their clients and dream clients. In addition to your influence, they need support and resources. Make sure you’ve got their backs.

4.    Listen up. Sometimes your team just needs you to listen. Instead of trying to share your thoughts and ideas, let them speak until they run out of words. More than half the time, they’ll answer their own questions without your having to say a word. The fact that you’re there for them is priceless, so lend an ear.

5.    Reflect. Being a great leader is difficult. You need down time in order to think, reflect and synthesize your experience. Resolve to spend some time working to become the leader you aspire to be and the one your team needs now.

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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