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Ever work with a “Seagull Sales Manager“? You probably have. A “Seagull Sales Manager” is a sales manager that rarely communicate together with his people however at times swoops down, dumps on everyone, and after that immediately flies away. If you have not thought already, this is not exactly the form of leadership all of us advocate. If you are all stressed out, sales numbers are falling, your reps haven’t brought in any new customers in weeks and your boss called you for the 5th time today to yell at you…do you become a “Seagull Sales Manager”? It's hard to put your feelings under control and concentrate at times such as these…specially with these economic times, when seemingly every prospect is telling your sales reps “no”. Instead, look at it as good opportunity. It's in times such as these when you really need to go above the difficulties, and display your real mettle as being a sales manager. This is the time to ELEVATE your salespeople, not dump on them…since this is when they need you most. Anyone can manage a sales team when times are great. However the top sales managers are at their BEST when times are WORST. This is “the crucible” of sales management. Build trust instead. Just do it, try to make those “Trust Account” deposits - and apply it by making a connection. To develop connections and obtain understanding, top-performing sales managers need to come out from behind their desks and embrace a “get in your grill” desire for interaction. So go out on the environment of your sales reps…all the while you are generating deposits in “The Trust Account”… And whatever you do, keep away from the seagulls. For even more helpful information on sales management training, visit our website for more great sales manager training
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