A manager's style shapes successes of a sales team

November 2010
njbiz;11/22/2010, Vol. 23 Issue 47, p13
The article highlights a sales manager's role in the success of a sales team. According to the author, the sales manager plays different roles for the team including mentor, trainer, supervisor and coach. Supervision is the primarily role of sales managers in any corporate setting but not exploiting all of designated authority. The secondary roles of mentoring, coaching and training come in to develop the performance of each team member.


Related Articles

  • Missing in Action: Manager as Sales Coach. Abrams, Michael; Paterson, Tom // Pharmaceutical Executive;Oct2003, Vol. 23 Issue 10, p104 

    Advises drug sales managers on training their sales representatives. Elements of effective sales coaching; Focus on individual behaviors that mare representatives effective; Actions of sales representatives that antagonize physicians; Elements of the manager-representative relationship.

  • Management: Are you a successful coach or just a traditional boss? Hambelton, David // Industrial Safety & Hygiene News;Nov2006, Vol. 40 Issue 11, p42 

    The article discusses how one can become an able coach. One of the most successful coaches is Mike Holmgren who keeps a direct control over all of the coaching staff, managers and players. A successful coach should consider himself as a team member rather than the traditional boss. Coaches...

  • Action Learning (1). Boshyk, Yury; Mercer, Stephen // Finance Week;2/2/2004, p31 

    Reports on the Business Driven Action Learning (BDAL) being practiced by some of the world's most successful corporations. Senior executives' role in BDAL programs; Executive leadership development programs; Need for team work and coaching.

  • What Is . . . Sales Enablement?  // T+D;Mar2012, Vol. 66 Issue 3, p21 

    The article looks at the concept of sales enablement and explores the ASTD World-Class Sales Competency Model for sales team management, including factors such as sales coaching, concentrating on the sales professional's personal bests, and allowing that person to define his or her own strengths.

  • The Rise of Teams.  // Workforce (10928332);Jan2002, Vol. 81 Issue 1, p38 

    Focuses on the popularity of teamwork in businesses and its role in business' success in the United States. History of the teams in the workplace; Factors which led to the success of working teams.

  • A Foundation of Community: Knowledge transfer requires employees to feel valued. Hortillosa, Gina M. // PM Network;May2017, Vol. 31 Issue 5, p27 

    The article focuses on adoption of knowledge transfer approaches in an administration of project management services. Topics discussed include challenges among several organizations for knowledge transfer among employees with observation of concerns such as job shadowing; development of bond...

  • CHAPTER 8: Coaching and Counseling. Simpkins, Robert A. // Secrets of Great Sales Management;2004, p159 

    Chapter 8 of the book "The Secrets of Great Sales Management" is presented. It focuses on coaching and counseling sales team members and how these relate to the achievement of goals. It differentiates coaching, which is used to improve performance, from counseling, which is used to correct a...

  • Coaches can't be superheroes. Smithers, Judie // Industrial Safety & Hygiene News;Nov2009, Vol. 43 Issue 11, p24 

    The article focuses on the significance of coaching in effectively transferring job knowledge to the on-the-job trainees. It notes that an effective coaching program can be imposed through accelerated learning curve and a reduction in risks and mistakes that may result in injuries. It suggests...

  • IS YOUR COACHING TAKING PEOPLE IN THE RIGHT DIRECTION? Pryor, Rachel // People Management;2/7/2008, Vol. 14 Issue 3, p44 

    The author discusses the role of coaches. The author explains that coaches are hired to help the client to get results. He adds that where coaches fail their profession as well as their clients is by not defining whose motives are served by those results. He says coaching can help people to...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics