People Don’t Leave Companies; They Leave Bosses

Think about your career and the steps you took to get where you are now. I bet the companies you left for "a better opportunity" was more because of your manager. Maybe your manager never took an interest in you; maybe he/she was more of a boss instead of a leader; maybe the glass was always half empty instead of half full. The bottom line is you left because you viewed your manager as a liability instead of an asset to you and your future ... right? Now, take a moment to look at the sales management level at your organization. They are the key to working through this difficult economy.

Do a quick check on your sales management level ... just answer yes or no ...

1. Does your sales manager(s) lead by example?
2. Does your sales manager(s) recognize and give credit to his/her staff publicly and privately?
3. Does your sales manager(s) have an individual plan for each staff member?
4. Does your sales manager(s) hold themselves and his/her staff accountable for results?
5. Does your sales manager(s) communicate clearly and daily with their staff?
6. Does your sales manager(s) spend time in the field with his/her staff to coach?
7. Does your sales team view your manager as a role model or mentor?

If you answer 'no' to any of these questions I would recommend you focus your "sales improvement" program on your managers rather than your sales staff. I have never seen an average sales staff with an outstanding sales manager. If you can answer 'yes' to all 7 questions above your sales management level will propel your sales through this economy and ahead of your competition when things improve.