What's a Professional Sales Manager?
What's a Professional Sales Manager?
What's a Professional Sales Manager?
I used to be in the depths of a serious depression. As a third year salesperson with a good company, I used to be doing well, and was on my method to turning into the top salesperson in the state for that company. But business had slowed down a little, and I didn't have my usual variety of proposals out for consideration. Thus, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the purpose where I had thought myself into a real depression, stuck on the question of "What's the employment of making an attempt?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which in fact, led to less activity. Which led to additional depressing thoughts. I was caught in an exceedingly powerful downward spiral.
It absolutely was then that I caught a glimpse of what a skilled sales manager is like.
Ned was my boss -- a sales manager of the best caliber. He may see the symptoms of my sour state spilling over into everything I was doing. Therefore Ned intervened. He arranged to possess lunch with me, and listened patiently as I rambled on and on about my problems, my doubts, and my lack of activity. Finally, when I had dumped all my depression and negative thoughts on him, he looked me straight in the attention and said, with all the authority and resolve of somebody who is totally certain of what they're saying, "Kahle, that is enough."
I was stunned. I used to be expecting empathy, an understanding shoulder to cry on. Instead, I got a simple, easy mandate. Ned knew me well enough to cut through all the fluff and come right to the heart of the matter. He said, "That is enough. That's enough feeling sorry for yourself. That's enough thinking all these negative thoughts. That is enough sitting back and not working as arduous as you're used to. Stop it. You are higher than all this. Stop it right currently, today, and obtain your ..... back to work."
He saw my situation clearly. And he provided me the direction I needed. That conversation turned me around. I left my depression and negativity at that lunch table, and started back to my job with a renewed sense of the possible. A year later I was the number one salesperson in the state for that company.
What created the distinction in my performance was the skillful intervention of an astute and professional sales manager. He created the difference in my job performance, and that created a distinction in my standing with that company. Which made a distinction in my career. Which lead me to my current practice. It's entirely potential that I wouldn't be doing what I do now, speaking and consulting with sales forces around the planet, if it weren't for his timely intervention.
All of us became what we are, at least in part, because of the impact other people have had on us. A skilled sales manager is gifted with a rare and precious chance -- the opportunity to play a pivotal role within the lives of his/her charges. I therefore value the role that Ned played in my career, that the last paragraph on the "Acknowledgment" page of my 1st book reads, "Finally, I must build special, post-humus acknowledgement of the contribution created by Ned Shaheen, the most effective manager I ever worked for. It was Ned who, years ago, urged me to 'write the book...'"
Therefore what will this have to try and do with being a "Professional Sales Manager?" During my thirty + years of sales experience and sixteen years of experience as a sales consultant and sales trainer, I've encountered several sales managers. Some of are good, many mediocre. But Ned was the best sales manager I ever met. He is a model for me. We tend to can learn a range of lessons from him.
Initial, Ned knew the difference between the task of a salesman and that of a sales manager. He had been a nice salesperson -- like many sales managers around the planet -- and had been promoted to sales manager. However he knew the jobs of sales manager and salesperson are completely different. A salesman is accountable for building accounts and creating sales. A sales manager, whereas ultimately responsible for the same results, understands that his/her job is to attain those means that through other people. A sales manager builds people, who in flip build the business. Salespeople concentrate on selling; sales managers concentrate on building salespeople.
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