{"id":1219,"date":"2007-10-04T09:50:32","date_gmt":"2007-10-04T14:50:32","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/7-sales-manager-difference-makers\/"},"modified":"2007-10-09T11:42:25","modified_gmt":"2007-10-09T16:42:25","slug":"7-sales-manager-difference-makers","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/7-sales-manager-difference-makers\/","title":{"rendered":"7 Sales Manager Difference Makers"},"content":{"rendered":"<p>ManageSmarter.com offers <a target=\"_blank\" href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/management\/e3iac6817e73e126f044548317f3f34739a\">7 suggestions for sales managers<\/a> to make them more effective:<\/p>\n<blockquote><p><strong>1. Do not micromanage people<\/strong><br \/>\n<strong>2. Take time when increasing expenses<\/strong><br \/>\n<strong>3. Take care of your &#8220;stars&#8221;<br \/>\n<strong>4. Be teachable<\/strong><br \/>\n<strong>5. Focus on the things that make a major difference<br \/>\n<strong>6. Be sure to understand the &#8216;hierarchy&#8217;<\/strong><br \/>\n<strong>7. Earn the respect of the people you are leading<\/strong><\/strong><\/strong><\/p><\/blockquote>\n<p>You will have to read the article to get the details for each point.  But here is the take-away from point #5:<\/p>\n<blockquote><p>There is a tendency to get caught up in making changes to areas that are irrelevant to productivity yet have a negative impact on the staff. Let the little things go while attending to the major shortcomings of the enterprise. Long-term employees typically resist change. Easing the pain with the process by altering the big things nets greater dividends.<\/p><\/blockquote>\n<p>How true.  I worked at a company where there were meetings about the most ridiculous items that we became fed up with it all.  A group of us who were tasked with producing results formed our own clandestine group with our own meetings.  We discussed the major objectives and tasks at hand, divided them up between us and then went out and accomplished them.<\/p>\n<p>It was like a shadow management team.  And it was more effective than the lead team.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>ManageSmarter.com offers 7 suggestions for sales managers to make them more effective: 1. Do not micromanage people 2. Take time when increasing expenses 3. Take care of your &#8220;stars&#8221; 4. Be teachable 5. Focus on the things that make a major difference 6. Be sure to understand the &#8216;hierarchy&#8217; 7. Earn the respect of the people you are leading You will have to read the article to get the details for each point. But here is the take-away from point #5: There is a tendency to get caught up in making changes to areas that are irrelevant to productivity yet have a negative impact on the staff. Let the little&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/10\/7-sales-manager-difference-makers\/\">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":[14,4,11],"tags":[],"class_list":["post-1219","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-jF","jetpack-related-posts":[{"id":1279,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/techniques-to-foster-confusion\/","url_meta":{"origin":1219,"position":0},"title":"Techniques To Foster Confusion","author":"Derrick Moe","date":"November 8, 2007","format":false,"excerpt":"From ManageSmarter.com: \u2022 Blended jobs. These are jobs where the salesperson is doing two or more dissimilar selling tasks. Sales specialization improves performance. \u2022 Corrupted jobs. Decontaminate jobs that are degraded with non-selling tasks such as \"fetch and get\" after-the-sale customer service duties. \u2022 Account ownership confusion. While necessary, the\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2338,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/05\/the-external-focus-of-sales\/","url_meta":{"origin":1219,"position":1},"title":"The External Focus Of Sales","author":"Derrick Moe","date":"May 19, 2010","format":false,"excerpt":"I\u2019ve bumped into a common tension point within a company \u2013 the battle between Human Resources and Sales.\u00a0 My observations (and participation) of this feud is that it comes down to a fundamental difference in perspective between the two departments. Human resources has the strongest internal focus of any department.\u00a0\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":342,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/absentee-sales-management\/","url_meta":{"origin":1219,"position":2},"title":"Absentee Sales Management","author":"Derrick Moe","date":"October 5, 2006","format":false,"excerpt":"Imagine your goal is to lose weight so you sign up for a 1 year membership to one of the large health clubs in town. You pay the steep initial fee and the monthly amount. In the first 6 months, you go to the club and workout a total of\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1321,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/pipeline-or-pipe-dream\/","url_meta":{"origin":1219,"position":3},"title":"Pipeline Or Pipe Dream","author":"Derrick Moe","date":"December 5, 2007","format":false,"excerpt":"One of the tenets of successful sales management is effective pipeline management.\u00a0 Sales managers have to have an accurate read on their team's opportunities and a good understanding of when they will close. This truth is never more important than in a capital equipment sale.\u00a0 If a product has a\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":82,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/sales-trainers-perspective\/","url_meta":{"origin":1219,"position":4},"title":"Sales Trainer&#8217;s Perspective","author":"Derrick Moe","date":"June 3, 2006","format":false,"excerpt":"I am not familiar with Mark Giganti but I am enjoying his interview at Landing the Deal. Giganti comments on common sales management mistakes: \"Most managers I begin training are just at the point where they begin managing people with the \"golden rule\" philosophy: \"Manage people as you would want\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":14,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/generation-gaps-in-salespeople\/","url_meta":{"origin":1219,"position":5},"title":"Generation Gaps in Salespeople","author":"Derrick Moe","date":"May 9, 2006","format":false,"excerpt":"This article from Sales & Marketing Management has a Tolstoy-like length, but it is a fascinating read that spans many topics. We'll start with the different generations in the sales arena today. This topic is one we experience daily as we have many customers with sales teams spanning these generations\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"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\/1219","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=1219"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1219\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1219"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1219"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1219"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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