Sales leadership in practice
As a leader do you...
- Adapt your leadership style to influence performance?
- Create an environment that motivates others to perform?
- Make decisions that change the team’s ability to perform?
Sales Management involves using resources provided by management to achieve better results. There are 5 resources: products, pricing policy of the company, distribution infrastructure, advertising and sales promotion, and last but not least, the team of sales people the Sales Manager works with. By leading these people well and by setting objectives for them, a Sales Manager is expected to realize maximum sales out of the potential opportunity in the assigned territory.
"The job of a sales manager is to simultaneously use the available resources well to achieve the results of today, and develop these resources for the results of tomorrow."
Changes in the market place can constantly make knowledge and skills of salespeople out of date. The job of a sales manager is to simultaneously use the available resources well to achieve the results of today, and develop these resources for the results of tomorrow. This is a question of continually assessing levels of knowledge, skills and attitudes of individuals in a sales team, rather than the team as a whole; and working on it using the principles of management by objectives so as to help them work well in the marketplace. This is well illustrated by the Mercuri Impact Training model.
Develop your leadership skills
Find out more about enhancing your leadership skills, adapt your leadership style to influence performance and create an environment that motivates others to perform with our masterclasses in Leading & Motivating the Team and Performance Management. Contact us on 0330 9000 800 or email for information.