By: Jeff Hoffman
Demonstrate the behavior you want to inspire.
“Be eager to demonstrate your sales skills in front of reps – particularly prospecting.
Your success as a manager can be best measured by what your reps do when you’re not in the room. Starting off as a sales manager you want to be eager to demonstrate your sales skills in front of your team. Pick up the phone and demonstrate the activity levels you’d like to see from your reps.
Encourage your reps to be patient with their prospects, but impatient with their pipelines. Showing your own commitment to goals, activity levels and timelines comes across far better than talking at your reps about your expectations. You’ll also start to foster a sense of pride in their team leader as someone who puts in the work and closes deals.”
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