News & Articles

What Makes a Great Manager or Sales Leader

Denise Horan, Principal, Integrated Management & Sales Consulting

And Sierra Giamportone, Marketing Intern, UAlbany

“Great sales managers and leaders…”

Know their team. 

• Understand each of your team members strengths and weaknesses.
• Assign your team members tasks that highlight their best abilities. 
• Assist in the development of areas where your team members need improvement. 

Lead by example.

• Model the behavior you want to see in your team members. 
• Show your commitment to your team by following through with your promises and working alongside your team. This builds trust and respect in your team. 
• Come to work with a positive attitude and follow team rules.
• Attend workshops and training.

Encourage open communication.

• Create an environment where communication is encouraged between all team members.
• Respectfully provide both positive and negative feedback to your team. Allow them to offer you feedback as well. 
• Listen to other members' thoughts, concerns, and criticisms. Offer great solutions. 

Motivate their team.

• Celebrate and acknowledge individual and team successes. Reward creativity. 
• Offer opportunities for professional advancement to your team members. Encourage personal growth and use incentives. 

Provide support through times of conflict and change.

• Prioritize your team members' well-being. Mediate conflicts between members from an unbiased standpoint. 
• Embracing organizational change sets a precedent for your team to follow. Assist your team members through times of change by clarifying new work procedures and policies. 
• Show empathy.

Set team goals and share a vision.

• Establish clear team goals that are specific, measurable, achievable, relevant, and time bound. 
• Share a realistic vision with your team that boosts team morale.

 "The key to successful leadership today is influence, not authority." - Kenneth Blanchard 

For more guidance on how to build great leadership skills and be an effective manager of your team, contact me at denise@imsconsulting.net.