Strong Sales Managers never seems to quench their thirst for learning, for they understand their sales team, as well as their customers, will only learn and grow as much as their own ability to lead and coach them. Poor leaders and coaches limit the development and productivity of their teams, while the antithesis is true of great leaders and coaches.
In business, athletics or any achievement driven endeavor, it’s plainly evident great coaches and leaders get exceptional results from their teams. Yet, in spite of all we know, not enough emphasis is placed upon improving the skills that are critical to leadership and coaching success. According to the latest research from Bersin and Associates, “Organizations that implement strategic, four-level leadership development programs are simply better companies. They deliver markedly greater financial returns, they adapt more rapidly to business change, and they endure tumultuous business cycles.” Bersin also reports that only 37% of respondents rate the leadership capabilities of their top executives as “excellent”.
Are sales departments that leadership starved?
When looking at those in a sales management role, the Sales Management Study 2009, research shows only 15% of our respondent’s rate their leadership and management skills or those of their Sales Managers as “extremely strong”. We are evaluating coaching skills in our current research, and early returns don’t appear to show markedly different numbers.
Patrick Sweeney, President of Caliper Corp, states that coaching is an important component of leadership, but not all leaders are great coaches and great coaching does not denote great leadership. Is this all getting complicated? During the Sales Management Summit Mr. Sweeney, and the other expert instructors, explain the traits and skills that great sales leaders posses, but more importantly, learn how to affect your ability to lead and coach.
Finally, ask yourself this question: Are the leadership and coaching skills that you and your sales management team possess getting the most from your sales team?
Bill Eckstrom
President and Founder, EcSELL Institute
3500 South Hope Court, Lincoln, NE 68502
402-261 6948
http://www.ecsellinstitute.com
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