Its time to interview yourself and see how you stack up. A checklist of management activities will serve as a daily reminder of what you need to accomplish.
Your role as a manager
is about leadership.
AM I BULLETPROOF ?
Salespeople expect you to know what to do in every situation. Do you? The fact you are the leader makes salespeople automatically assume so.
DO I KNOW MY PRODUCT?
Know more about what you are selling than your salespeople. Knowledge breeds
confidence and enthusiasm.
DO I KNOW MY SALESPEOPLE?
Recognize that each person is unique. Everyone responds and reacts differently. You cannot treat every person on your team the same.
Individual managment is the key.
DO I TEACH MY PEOPLE EVERY DAY?
Take time to review every deal with your salespeople. Let them know what they did correctly and what might work better next time. Do you conduct
effective training meetings?
DO I COME TO WORK TO WORK?
Salespeople watch what you do more than listen to what you say. You should be the first face they see every morning. Coming to work to work lets them know what you expect
DO I PUT FORTH THE EFFORT I ASK OF OTHERS?
Be on time. Do your job. Put forth your best at all times. Are you presenting a professional work ethic to your salespeople? We ask them to do it, don’t we?
DO I KNOW WHAT I EXPECT FROM MYSELF?
Management excellence doesn’t happen just by saying “I’ll do my best”; it requires planning, sacrifice, self discipline, study and hard work.
DO I KNOW WHAT I EXPECT FROM OTHERS?
Everyone contributes at their own level. Do you know what that is from every person around you?
DO I PROCRASTINATE ?
Prioritize what you need to accomplish each day. List them in order of importance and do first things first. Do not do tomorrow what you can do today.
DO I PRESENT A PROFESSIONAL IMAGE?
Shoes shined, clothes cleaned and pressed, hair groomed. These things are obvious but what about your desk, your filing system and your office ? Salespeople learn and are led by your example.
DO I MOTIVATE OR AM I A STUMBLING BLOCK?
Do not let your salespeople stumble. Every morning you have to fill ‘em with helium. Never lose sight of the fact they WANT to do well, it’s your job to help them.
DO I CREATE BUSINESS ?
Make certain your salespeople are not idle. Do you get them on the phone? Do you check their follow-up plan? Do you call customers on their behalf? At the end of the day too many managers wonder what happened. It is your responsibility to make things happen.
Does your management checklist include people skills?
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