The Coaching Effect Blog

Sales Manager And Leadership Lessons

Posted by Bill Eckstrom

April 27, 2010

sales management

"Was there one of my top 150 people who was thinking, ‘You know, Jeff, commercial real estate shouldn't be so #@$%!* big', but didn't have a way to say it".  Jeff Immelt, GE's Chairman & CEO is now looking for new ways to connect with, develop and coach his team and he seems to have gotten creative.

Think about it this way...  Let's say you have a sales rep who put together a great year and exceeded their number in a big way.  Any prudent Sales Exec/Manager would investigate what they are doing and share new best practices with the balance of their team in hopes of emulating the result.  Don't pass up the same opportunity given what we know about GE, their success and approach to developing talent. 

Almost one month a year for the first 15 years.  That is the amount of time the senior most GE executives have spent in professional development-at a minimum.    Check out this well done piece from BusinessWeek to learn some of the unique ways Mr. Immelt is developing his team as well as what other greats such as Google are thinking and doing.

How much time do you spend developing your skills or those of the key people on your sales management team?  A month a year?  A week a year?  A day a year?  Do you do it at all?

Bottom line is this:  You must first believe that developing your Sales Manager's leadership, coaching and skills that drive sales results (the 6 Pillars) will lead to greater sales.  Not until you believe this will you take decisive action and realize the rewards.

Learn more about Sales Manager Leadership by downloading our Sales Coaching Ebook:

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Topics: New to Leadership, Career Development Plans, Professional Development Ideas

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