How Influential Are You as a Sales Manager?
leadershipteam
Thu, 08/01/2019 – 11:42
Authored by:
Colleen Stanley
Influence is described as the capacity to have an effect on the character, development or behavior of someone or something, or the effect itself. It’s what great sales managers do.
The best sales managers influence their salespeople to consistently execute the right selling behaviors and attitudes every day. They do this through the development of their own influence skills: Emotional self-awareness and empathy.
Without emotional self-awareness, sales managers aren’t AWARE of how they are showing up to coaching conversations with their sales team. Sales management is a big job, with multiple priorities competing for attention. With emotional self-awareness, sales managers can show up to coaching conversations half-present. They are physically present, but not mentally, and the salesperson knows it. As a result, the coaching conversation is
