From Paul Castain on his

LinkedIn Group-Sales Playbook was the question:

“Where do you think Sales Management has ‘missed the boat?’ We’ve all worked with or heard of a Sales Manager who “just doesn’t get it”. What are some mistakes you’ve seen that others can learn from?

My biggest frustration with sales managers is that they all seem to think that their job is about “directing traffic”–this involves merely accountability and reporting activities.  There are not enough sales managers who really understand how to get their hands dirty.  They manage from their desk and through sales meetings.  This is not effective management.  A great sales manager is:

1. Responsible and engaged in the development of each of their reports

2. Is a teammate that actively participates in sales calls

3. Assists in the development of strategies and ideas to help close business

4. Proactively provides and finds resources to assist the sales people

Anyone can direct traffic from their office.  A great sales manager lives by example to truly guide, develop, and motivate a sales team.

After I posted the above comments on LinkedIn, I ran across a great newsletter by Jon Gordon on Five Ways to Motivate Your Team.   In conjunction with my comments, this article provides another way to explore the obligations and responsibility sales managers have in regards to managing, directing, and motivating their teams:

1. Lead with Optimism: Now, more than ever, is a time for positive leadership. Now is the time to uplift, encourage and inspire your teams.

2. Jump into the Trenches: Now is not a time to be barricaded in your office. Now is a time to be in the trenches with your people, leading, working, and building a successful future.

3. Fill the Void: The more you communicate, the more you foster trust, and the more loyalty is built.  Talk to your team members often, and let them know where they stand.

4. Share a Positive Vision: Vision helps you and your team see the road ahead and it gives you something meaningful and valuable to strive towards. Share your dream and improve your organization with it.

5. Teach Your People to Be Heroes, Not Victims:Remind them [your team] that they have a high locus of control—in other words, they have a significant influence over how things turn out.

Whether a teacher, a motivator, a resource  or a leader, it is apparent from both definitions that an effective manager is fully engaged in the trenches with their team.  Look at your behaviors, where are you and what message are you sending your team?

Cartoon credit: Eric Blumthal of Count5