A sales manager charged with increasing sales will focus on a series of growth initiatives. Specific conduct, actionable priorities, and established outcomes develop into the key behaviors the sales manager will expect
to be the center of the sales staffs’ attention. Leveraging the sales forces’ efforts becomes the substance of the sales manager’s modeling appropriate behavior.
Key Points:
• Modeled behavior is important because:
o It provides a leverage point for improvement
o It impacts the output of the sales staff
o It keeps sales staff both engaged and inspired
• Modeling desired behavior often is an underutilized skill that
when effectively applied, a sales manager is capable of
successfully increase the productivity of his or her staff.
Benefits:
• The benefits of modeling appropriate behavior:
o Linking the sales manager’s behavior as compared to his or her
staff provides a clearer understanding of the sales team’s general
effectiveness.
o Strategies will succeed from the beginning when the sales
manager’s actions and behaviors are sincere.
- Demonstrates commitment
- Embracing programs and actions
- Provides positive feedback
Results:
• The results of modeling appropriate behavior:
o Creates a positive impact visible by the entire sales staff
o Staff has a greater level of engagement thus affecting productivity
and desired sales growth.
o After all, if the sales manager demonstrates the importance of these
initiatives, others will follow.
Remember:
If a sales manager’s actions and behaviors do not demonstrate commitment to a task, a program or product, or established priorities, then it is unlikely anyone else will show commitment either.
