---

Guest post by: Cliff Sutton Become an Author

Tweet

---

---

"New Managers Lifesavers!" Those were the words a couple of new managers in one of my retail training groups used. They were referring to coaching with the 'self management' philosophy that helps develop Self Managing Sales People.

The concepts are simple however building self managers takes stretching a bit to get your head around it. It starts with having meaningful conversations with Sales Reps. This can be achieved by being interested in what your reps are interested in. Sometimes a little listening and enthusiasm by a manager can really get a salesperson going.

Think of the TV show, "Survivor".How many of the contestants fail to start a fire? Even after 30 days with flint and tinder they still struggle. The answer successful survivors use is to fan the spark. And get the fire going. Same kind of thing with a Sales Rep's ideas. These ideas are fragile too, at the beginning. It works wonders. Fan the fire in your Reps ideas! After all, whatmotivates us more, our idea or our boss's?

It's a solid example of a meaningful conversation becoming a starting point to hatch the new sales plan. When it comes time to execute the plan, how much should the manager ''help'' the Sales Rep? One of the things that makes the self managing approach really work is to keep things clear - ie.who is doing what.

The commitment to specific actions is what makes it work. Self Managers do what they say they'll do. Managers who coach by supporting and coaching when Sales Reps keep commitments build self managers and amazing performers. New managers may lose traction (and make a lot of work for themselves) when they jump in to help out if a Sales Rep doesn't keep their commitment. It sends the wrong message.

These were a couple of ideas managers told me helped them to build stronger, self managing Sales Reps - the kind people point out as an example of a "Real Pro".

Related Articles

  Empower Your Sales People By Providing Them With Positive Behavioral Feedback
  Web Design: By the Hour or By the Package - Which is Better?
  A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
  Sales Management | How To Be A Flexible Sales Leader
  What have I learned in 6 months of management? Part 2
  Management Development - About Experiencing the Sharp End
  Leadership Tips for the Manager Who is Too Tough
  Leaders and Managers
  MANAGERS MANAGE
  It's The Way That You Say It That Makes The Difference
  The Manager As Coach
  Project Management Software – How Important is it?
  Talent Development and The Wheel of Becoming
  What Seagulls Can Teach You About Top Sales Leadership
  Empowerment - The Key To Developing Your Management Skills
  Skyrocket Your Coaching Business: Build a Business Model that Supports Your Desired Lifestyle
  What type of Manager do you want to be?
  Restoring Trust in the Workplace
  What is Effective Project Management?
  Do You Need Your Salespeople to Love and Respect You?

Related Forum Posts

Outlook Business Contact Manager
Re: what position to request?
Level 4 - Manager
When Webhost providers go bad
Re: what position to request?

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

The 3-Most Powerful Words in Sales

3 Health Insurance Misconceptions

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.