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Top 7 Attributes to be a Top Sales Manager Today

By Jennifer Selland

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A myth is great Sales people make superior Sales Managers. The truth is great Sales people often make mediocre or even poor Sales Managers. It always has been a little confusing to figure out what exactly makes a top-notch Sales Manager. Well-Run Concepts has been conducting research to quantify what is needed in the position of Sales Manager today.We used a comprehensive, validated, step-by-step process called the Trimetrix™ system to determine what is needed for top performance. Attributes tells us if an individual can do the job by looking at what personal skills or competencies are needed in the job of Sales Manager.

  1. DEVELOPING OTHERS: The ability to contribute to the growth and development of others.

    • Strongly advocates for the growth and development of others

    • Devotes appropriate time to training, coaching and developing others

    • Understands the implications of varied learning styles and their importance to individual development

    • Regularly follows up and holds others accountable for their performance

  2. TEAMWORK: The ability to cooperate with others to meet objectives.

    • Discards personal agenda to cooperate with other team members in meeting objectives

    • Contributes positively and productively to team projects

    • Builds and sustains a trust relationship with each member of a team

    • Supports other team members and team decisions

  3. DIPLOMACY AND TACT: The ability to treat others fairly, regardless of personal biases or beliefs.

    • Maintains positive relationships with others through treating them fairly

    • Demonstrates respect for others

    • Understands and values differences between people

    • Respects diversity in race, national origin, religion, gender, lifestyle, age and disability

  4. SELF MANAGEMENT: The ability to prioritize and complete tasks in order to deliver desired outcomes within allotted time frames.

    • Independently pursues business objectives in an organized and efficient manner

    • Prioritizes activities as necessary to meet job responsibilities

    • Maintains required level of activity toward achieving goals without direct supervision

    • Minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame.

  5. PLANNING AND ORGANIZING: The ability to establish a process for activities that lead to the implementation of systems, procedures and outcomes.

    • Defines plans and organizes activities necessary to reach targeted goals

    • Organizes and utilizes resources in ways that maximize their effectiveness

    • Implements appropriate plans and adjusts them as necessary

    • Consistently demonstrates organization and detail orientation

  6. GOAL ACHIEVEMENT: The ability to identify and prioritize activities that lead to a goal.

    • Establishes goals that are relevant, realistic and attainable

    • Identifies and implements required plans and milestones to achieve specific business goals

    • Initiates activity toward goals without unnecessary delay

    • Stays on target to complete goals regardless of obstacles or adverse circumstances

  7. INFLUENCING OTHERS: The ability to personally affect others’ actions, decisions, opinions or thinking.

    • Effectively impacts others’ actions

    • Gains commitment from others to achieve desired results

    • Analyzes others’ opinions and leads them to understand and willingly accept desired alternatives

    • Persuades others in a positive manner

Well-Run Concepts
"Helping Organizations Define and Develop Top Talent."
303 S.E. 17th St., Suite 309-170
Ocala, FL 34471
Toll Free: 877-566-2900 Tel: 352-624-2684 Fax: 352-624-2689
Website: http://www.well-run.com Email: Jennifer@well-run.com

Source: http://Top7Business.com/?expert=Jennifer_Selland

Article Submitted On: February 27, 2006