| Are you a sales manager or a sales leader? You ask | | | | on the street every day with constant rejection. Yes, |
| what the difference is. If you don't know, then you are | | | | even the best sales professionals get told NO and |
| probably a sales manager. | | | | they learn to deal with it. It isn't easy and it takes |
| Throughout the years, we have referenced sales | | | | finesse but they do it. Because they know that with |
| managers as "managing" their sales talent and getting | | | | enough NO's, they will eventually get to the YES's. As |
| the maximum production from their team. But is that | | | | the Sales Manager (leader), you help them get back up |
| what they are really doing? In some sense, yes it is. | | | | and go out there to get that next deal. You don't |
| They do manage the account allocation, time allocation, | | | | "manage" them, you lead them on to victory! That's |
| budgetary concerns, territory divisions, routing maps | | | | what you do because you are a SALES LEADER. |
| and various other rudimentary tasks that come under | | | | Leading with encouragement and being positive is the |
| that title umbrella. | | | | best gift you can give to your sales team. If you have |
| However, LEADING someone takes on a whole | | | | hired correctly, which is a whole other article, your |
| different meaning. Leading someone to achievement | | | | people will respond accordingly and produce for you. |
| involves mentoring them, motivating them, helping them | | | | The old days of leading with intimidation and negative |
| and being a constant cheerleader for them on a daily | | | | reinforcement are long gone. It may work for a brief |
| basis. | | | | period but never in the long run. |
| Think back on the greatest leaders in corporate | | | | Being a Sales Leader instead of a Sales Manager is a |
| America today and you will find they lead people to | | | | mindset. There are countless books on the subject in |
| greatness- they didn't "manage" them to greatness. | | | | the marketplace and numerous sales trainers available |
| Lee Iococca, Ted Welch and many other renowned | | | | to help you increase your leadership skills. Invest in |
| business leaders have written best-sellers on how to | | | | yourself and your sales team and attend a workshop |
| be the best "leader" in your field. | | | | or read a book on the topic today! |
| Sales management isn't an easy business and not for | | | | SALES LEADERS are the future of all business |
| the faint of heart. You are the buffer between | | | | growth. |
| corporate revenue goals and your road warriors out | | | | |