This week we focus on another important sales leadership trait. We’ve seen this trait firsthand have the effect of holding a sales team together during turbulent times.
Conveying Role Value
This ability draws upon a variety of traits (empathetic, interpersonal and leadership) to instill in an employee a sense of value for the task at hand. It is the ability to convey to another the value and importance that a given role carries with it. This is not a measurement of a person€™s ability to understand a role€™s value, but to communicate that value to another or group of others.
A sales manager with strength in this capacity will be able to effectively instill in an employee, or employees, a belief that what they are doing has value. They will be able to paint a clear picture of how and why that role is important€¦to themselves, to the company or to others.
A weakness in this area can be indicative of two things: Either the manager attempting to convey this value does not adequately appreciate the value in a role, or their ability to communicate ideas and concepts to others in such a way that they are perceived as valuable is lacking.