Self check for a SalesManager

Attributes of an excellent Sales Manager:

1. Hold the sales profession in high esteem.
2. Never take credit for a salespersons’ accomplishments
3. Do not attempt to teach “attitude.”
4. Understand and apply the perpetual formula: Preparation + Professionalism = Productivity.
5. Recognize when people go beyond the call, and find a unique way to thank or encourage them in front of their peers.
6. The Ultimate Sales Manager understands, and communicates consistently, that vision precedes everything
7. Maintain actions consistent with your character.
8. Listen and interview well, and know who you are hiring
9. Always work to earn the trust of your folks, one by one.
10. Hire people you think will amaze you. Develop them into people who amaze themselves
11. Work to maintain high morale, through consistency, attitude, and compassion
12. Never ask a salesperson to do something you have not done or would not do
13. Attract top talent, retain team players, appreciate the people you have, and do not delay in removing those people who do not fit.
14. Attract top talent, retain team players, appreciate the people you have, and do not delay in removing those people who do not fit.
15. Establish and maintain an environment of trust, hard work, fun, enthusiasm, and confidence
16. Lead with the intent to elevate the team
17. Spend time looking for a suitable replacement for yourself.
18. Understand that your job is about leadership, solving problems, and taking responsibility.
19. Have a long memory for people’s accomplishments and a short memory for their transgressions.
20. Maintain the skill and aplomb to get your salespeople to go where you want them to go—and have them think they took you there
21. Learn some things about the sales job that inspire people, and encourage your folks to share them with the team.
22. Be a great listener.
23. Have recent, relevant selling experience
24. Be 100 percent committed to helping other people win.
25. Understand that people will follow someone they think is looking out for them
26. Make decisions as if your closest competitor is sitting on your shoulder
27. Never delay or procrastinate when bad news must be delivered
28. Be aware of the delivery, receipt, and perception of your message— always
29. Do not expect people who work for you to work like you.
30. Be the first to offer help or a joke, and the last to give up
31. Never side with your folks against “the company.” You are the company—so talk about news, changes, and updates as if you fully support them, because you must.
32. Use uncommon ideas to forward other people’s careers.
33. Always think two steps ahead.
34. Ensure that the plan salespeople submit can be accomplished by that person with the tools at their disposal
35. Recognize the unique skills, gifts, fears, and aspirations of each of your salespeople
36. Recognize what your salespeople have in common, and what they do not
37. Never chastise or berate in public or in private
38. Inspect what you expect.
39. Know that you will be the topic of someone’s dinner conversation
40. Understand what motivates your people, and why they choose specific goals
41. Never assume that what you think people are capable of is the same thing they think they are capable of.
42. Maintain actions consistent with your character
43. Have the confidence and ability at any time to pick up the phone or walk into a building and make a cold call in front of your folks.
44. Never let your salespeople see you sweat.
45. Maintain an even-keeled temper.
46. Always be honest and forthright
47. Lead meetings with a greater concern for inspiration and education than for filling an hour.
48. Find, hire, and keep a great assistant
49. Never use phrases like “these people” to separate yourself from the team.
50. Regularly go out into the selling world with your salespeople.
51. Recognize that the manager is there for the team, instead of the team being there for the sales manager
52. Sell vision all day, every day.