weakness<\/em> in this area can indicate a sales manager who is more concerned with appearance and image than with results and success. They will seek to place blame for a bad decision on any factor which does not lie solely with them. Taking the blame would detract from their abilities in the public image. Although achieving goals and success can be important to this person, their self-image is often fragile and protecting it is much more important.<\/p>\n","protected":false},"excerpt":{"rendered":"We continue this week with another mission-critical sales manager trait. This measurement reveals a manager’s ability to take responsibility without using excuses for a lack of team peformance. Accountability For OthersThe capacity of a sales manager to take responsibility for the consequences of the actions of those under their management. This trait encompasses taking responsibility for the decisions and actions of subordinates and not shifting focus on blame or poor performance back onto them, or somewhere else. This trait derived from an internal responsibility and accountability to one\u20ac\u2122s self as a manager. This internal willingness is to accept responsibility associated with being in a position of management. It involves understanding that it… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,4],"tags":[],"class_list":["post-1134","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ii","jetpack-related-posts":[{"id":706,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-personal-accountability\/","url_meta":{"origin":1134,"position":0},"title":"Sales Traits Series – Personal Accountability","author":"Derrick Moe","date":"March 1, 2007","format":false,"excerpt":"This week we look at an age-old sales trait that, unfortunately, is common to many salespeople.\u00a0 Personal responsibility in sales\u00a0involves being responsible for results.\u00a0 Holding salespeople\u00a0accountable for their results is part of the sales manager's job.\u00a0 If you are experiencing a problem in this area, as a sales manager, your\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":276,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/ultimate-accountability\/","url_meta":{"origin":1134,"position":1},"title":"Ultimate Accountability","author":"Derrick Moe","date":"September 4, 2006","format":false,"excerpt":"The most important sales management action may be to hold your salespeople accountable. We constantly preach this responsibility to sales managers with whom we work. Salespeople are independed animals but they still need to answer to their manager in regards to their activities. The remarkable thing here is that sales\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1243,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/sales-traits-series-monitoring-others\/","url_meta":{"origin":1134,"position":2},"title":"Sales Traits Series-Monitoring Others","author":"Derrick Moe","date":"October 18, 2007","format":false,"excerpt":"This week's sales management trait sports a word that I don't particularly enjoy - \"monitoring.\" That isn't a great description of this trait since it is far broader than that term. Nonetheless, in today's world of remote salespeople, this trait will be in even greater demand in the near future.\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1121,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/","url_meta":{"origin":1134,"position":3},"title":"Sales Traits Series – Developing Others","author":"Derrick Moe","date":"August 9, 2007","format":false,"excerpt":"This week we focus on a critical sales management trait. We often encounter sales managers who attempt to sell first, manage later. This approach may pay short-term dividends, but the long-term effect is an underdeveloped sales team. We always look at this measurement when hiring sales managers. Developing Others The\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1193,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-correcting-others\/","url_meta":{"origin":1134,"position":4},"title":"Sales Traits Series – Correcting Others","author":"Derrick Moe","date":"September 20, 2007","format":false,"excerpt":"Another managerial trait this week that we measure when assessing sales manager candidates.\u00a0 A critical aspect of successful sales management is the manager's ability to hold salespeople accountable.\u00a0 At times that can be like herding cats, but it is still mission critical to developing a top-notch sales team. Correcting OthersThis\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":1134,"position":5},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1134","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1134"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1134\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1134"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1134"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1134"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}