Sales managers need to focus their team on specific objectives. This requires the manager to gain commitment from each salesperson…on a regular basis. It is an important aspect of successful coaching and empowering the employee.
Gaining Commitment
This ability develops and invokes a self-starting attitude in employees in their pursuit of goals. It is the capacity to motivate employees to do their best and to provide them with concrete, practical ideas and methods by which they can achieve their goals.
A sales manager with a strength in this trait will be able to effectively use empathetic ability, communication skills and leadership ability to create a sense of personal motivation to be successful in a given task. This motivation is instilled within the employee; therefore, they are acting on their own drive as opposed to simply responding to outside supervision.
A sales manager with a weakness in this area lacks the ability to effectively inspire another with the internal desire to succeed. They might fail to recognize the importance of such inspiration and rely instead on direct supervision to accomplish goals through employees.