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Sales Management For Dummies by Butch Bellah

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Chapter 17

Ten Traits of a Successful Sales Manager

In This Chapter

arrow Exhibiting leadership

arrow Committing yourself to success

arrow Being the best you can be

Anyone can grab a box of business cards or a nameplate for his desk and call himself a sales manager. But, to truly rise to the level of a successful sales manager, you must display certain traits daily. Some of these you can develop, but the vast majority are born into you; they’re part of your DNA and the fabric of your being.

Succeeding in your role as sales manager takes more than being a good salesperson. Managing and motivating a sales team requires you to wear many hats including teacher, counselor, confidant, and critic. This chapter looks at the traits effective sales managers need to have.

Having the Heart of a Teacher

As a professional sales manager you spend more time teaching, coaching, and training than anything else. So, it only makes sense that you must be good at it. However, you also have to love it … and I mean love it.

You have to truly enjoy taking a new salesperson, planting the seeds of knowledge, watching him make mistakes, showing him how to take corrective action, and ultimately seeing him succeed. The feeling ...

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