Why Are Sales LEADERS So Much More Effective than Sales MANAGERS?

by | Feb 26, 2016 | Sales Motiviation

By Jeff Beals

 

A sales manager is the person responsible for making sure the sales staff is in place, equipped to succeed and motivated to compete. Good sales managers think quickly on their feet and take immediate, decisive actions to mitigate any threat to the organization’s ability to sell.

 

Sales managers facilitate the sales process and protect the organization’s ability to do deals. While the term “sales manager” is the typical, generally accepted title of the person in charge of sales, the term “sales leader” is more appropriate. A manager supervises details. He or she makes sure tactical work is accomplished in an efficient manner. A leader makes sure those tactical tasks are completed but sees the business from a broader, more global perspective.

 

Even if your company is a small one, with only one person in charge of the sales staff, sales leadership is more important than sales management. The sales leader empowers the sales staff to carry out their work and rewards them for deals completed. Anyone who serves as a company’s sales manager would be wise to see himself or herself as a leader and behave accordingly.

 

As the sales leader, you need to carefully analyze employees’ personalities and push the right buttons to help them succeed at the highest levels. Urge them to accomplish more while still setting them up for success.

 

“It’s putting people in stretch assignments,” said Joe Moglia, former CEO of TD Ameritrade.

 

Moglia believes two primary things are critically important when choosing people for a job and when assigning new goals to an existing employee: alignment and listening. You can’t succeed with one and not the other. The leader must thoroughly understand the assignment and the people being considered for it. The most talented people in the world will fail if their personalities and abilities are not in alignment with the job. When it comes to listening, the leader must ask the right questions and then focus on what employees say and what body language they exhibit. Listen to find out whether the staff member is really excited about the assignment.

 

Effective sales managers accept responsibility. They realize that they are in charge and accountable for what happens, but they don’t see themselves as bosses. A leader is not a foreman. As a leader, you must depend on the abilities and hard work of your staff members. A successful sales leader is one who establishes interdependence. He or she trusts and depends on the staff while the staff trusts the sales leader to guide, provide resources and create a safe, pro-selling atmosphere.

Jeff Beals is a professional speaker and award-winning author, who helps companies increase their profits and associations achieve their missions through effective sales and personal branding techniques.

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

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“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

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+1-402-917-5730

info@jeffbeals.com

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com.

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