There is the entire world of difference between making a team function as opposed to leading it. As a sales manager if you want a great and high performing team you will need to master both.
If numbers were all that mattered, making a team of people function is something that even a computer program can do. If people meet certain numeric productivity metrics, then they get certain rewards. If they don't pass certain standards, then they are punished according to certain procedures.
Unfortunately many new sales managers initially think in this fashion, reducing their people to numbers. This ultimately leads to a team's downfall. With a corresponding dip in sales.
Just like the members of their team, a leader is a person too - but he or she sets the standards by which the rest of the team operates. A leader is someone that people are happy and proud to follow. Here are some tips to help you become a leader, not just a number crunching manager.
Take Part
A leader doesn't dictate to his team. He spearheads the actions that the team takes. If you simply tell people what you want done then odds are they'll eventually wind up thinking "so what are YOU going to be doing?"
Always take initiative and let your people see that you're doing your share of the work to make their work flow smoother. Every time you've got an idea or a new goal make sure that they see you at the forefront clearing the way for them. This makes them know that you're not just ordering them around then sitting back and resting on your laurels while they do the dirty work.
Granted, some people would say that a smart general never stays on the front lines. While this war analogy is true, on the other hand no true soldier would follow a bureaucratic pencil pusher whose never held a gun in his life either.
Establish Your Authority
An effective leader makes sure that his authority and right to lead is not in question. People have certain standards in regards to qualities that they would like to see in the people leading them. Ascertain and meet those qualities as closely as you can for your team members.
If they value competency and efficiency, work on those traits. If they want empathy and compassion, work on those. Image is everything. Most people usually go to either of two errant extremes; either they become (one of the boys) in an attempt to make their team feel comfortable, or they remain aloof and distant so as to keep their team on their toes. Neither one makes a person seem like an authority figure. Strike a balance between the two.
Be an Example to Follow
Think of all the traits you want in a "perfect" employee. Then follow it yourself. If you want your people to never be late or absent, then don't be slack yourself. If you expect them to be quick witted and hard working, and then make sure that you put in your fair share of brains and effort too.
Whatever the things you expect of them, demand no less from yourself. People can never respect someone who demands of other people what he or she is unwilling or unable to do. As a matter of fact, you should perform beyond what you expect of them, since you'll be setting the benchmark for your team.
Encourage Symbiosis and Synergy
Lastly, there are two key traits a leader instills in the people under him or her. Symbiosis, in nature, means two entities existing to each other's mutual benefit. Likewise, make sure that your team has a symbiotic relationship with you. Do right by them, and let them do right by you.
Synergy, on the other hand, is a trait where the different components that make an entity up will all interact in harmony with each other. This is how it should be with a good team. Everyone should have a role to play within the team that complements the moves and actions of the other members.
This makes everyone on the team feel valued, and at the same time thankful to be working with the rest of the team and under your leadership.
Denise Oyston is an industry thought leader for sales managers. Check out her blog at http://www.ManagingSalesPeople.com With over 25 years experience in sales and three national awards to her credit she is passionate about helping sales managers succeed in the new business economy. For practical help and advice sign up for her free E course at http://www.NewManagerSecrets.com
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