“It is literally true that you can succeed best and
quickest by helping others to succeed.”
-- Napolean Hill

At Q & A session following a leadership development session I am often asked which of the leadership characteristics are most important. My answer is simple, “Set a strong personal example. All the rest will fall into place.”

Let’s start the review of sales management leadership characteristics by remembering many sales associates start each pay period unemployed until they get their first order. Each day, sales people vote with their feet. They vote for their leader by making a sales call. They stop voting for the boss by not showing up to work one day. The sales manager’s job is to inspire their sales reps to believe in them as leader. Then sales managers can help their sales force believe in themselves.

Sales management leadership inspires sales reps to eagerly work hard and effectively. No one is born with the power of inspiration. It is a pantheon of skills acquired by those determined to make a difference. As motivational speaker Tony Robbins says, “Success leaves clues. If you know the combination, it does not matter who you are.” Inspiration and motivation are not stand alone topics; they are the result of acquiring the complete package of sales leadership characteristics.

Here is the list of the 12 essential characteristics of successful sales management.

Change Leader, Character, Attitude, motivation, and a love to sell start our list. A developed sense of assertive urgency, persistence, a clear sense of direction, active innovation, and inner toughness are part of the successful sales manager’s package. Rounding out the set of characteristics are empathy, communication skills, and a passion to get things right.

1. Change Leader —— Sales Management is about constant change. “If it ain’t broke, don’t fix it” no longer applies. Great leaders are always trying to find new ways to find customers and close orders. They coach their team to accept change by being first to try out the thing.

2. Character Counts More Than Ever —— Character is the set of values one believes in and ACTS upon in all situations.

3. Attitude, Enthusiasm, and Motivation —— Motivation, according to Tom Reilly in his book, Value-Added Sales Management, “is the energy within the individual that excites, incites, and ignites behavior.”

4. Love to Sell! —— Motivation is simpler when you display a love of selling — as evidenced by observed selling time in the field. Show how it is done. Telling is not enough.

5. Sense of Urgency, Proactive, Initiative, and Assertiveness —— If something has to be done “someday,” do it now and get it behind you. Proactive means not waiting for someone else to start solving the problem.

6. Persistence and follow-up —— Calvin Coolidge, who was president of a life insurance company before becoming President of the United States in 1923, said, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; un-rewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

7. Clear Sense of Direction —— The best sales managers have the entire sales force working as a single, driven force to successfully execute a common goal. As the hall of fame catcher Yogi Berra warns, “If you do not know where you are going, you might end up some where else.”

8. Imagination/Innovation —— These twin words represent part of the sales manager’s persona and reputation as a dream-maker and creative problem solver. Leaders who read and attend courses innovate by applying new ideas to their business. It is hard, but exhilarating work to be able to keep pulling another rabbit out the hat.

9. Inner Toughness and Internal Control —— Strong leaders take total responsibility over the success or failure of their sales team. Successful managers do not blame others for failure.

10. Caring and Empathy —— The sales manager not only cares, but also lets the team know that he or she cares. They attend the weddings and funerals. They visit hospitals. They encourage their sales people to attend important family functions. They listen.

11. Communicator —— Success comes only through other people; thus, getting the message across to the team is all-important. A team sales bulletin, a robust agenda at sale meetings, frequent telephone calls and e-mails to key people, quarterly plans meetings, and one-on-one sessions with eagles and new team members, are all part of the communication matrix available to any sales manager, regardless of their charisma or speaking ability. Communication is constant, relentless, and focused. The sales manager knows where he or she is going (or should!) and keeps selling the message to make sure everyone is on board, going in the same direction.

12. A passion to get things right. —— While most people carp about problems, leaders want to solve them. The thrill is the satisfaction of a measurable job done right.

Most sales managers already possess most of the characteristics of great sales management to some degree. One does did not get too far if these qualities are absent. While almost all birds fly by their nature, it is the eagles and hawks soar to the heavens. Thus, it is the level of intensity of these sales management characteristics that determine the pattern of success of inspiring others to excellence. The characteristics of great sales management can be either be enhanced by determined, personal effort or diminished by neglect. Anyone who has ever attended a high school reunion has had a few shocks. Some of the promising graduates, who seemed so certain of future success, drifted in mediocrity, while others, who barely made an impression during high school, went on to successful careers. There are no secrets to successful sales management; it’s all in the execution and commitment.

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