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How to become a “roving sales leader”

Written by: Ralph Burns

Article Overview: Management By Walking Around (MBWA) took the management world by storm in the 80’s. The author of this ground-breaking management theory was Tom Peters. He was immediately hailed as a “leadership genius” and touted as “one of the top management gurus to come along in over a century”. It really wasn’t that big of a deal. MBWA is really just common sense…

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How to become a “roving sales leader”

Management by Walking Around(MBWA) took the management world by storm in the 80's. The author of this ground-breaking management theory was Tom Peters.

He was immediately hailed as a "leadership genius" and touted as "one of the top management gurus to come along in over a century".

It really wasn't that big of a deal.

MBWA is really just common sense...

As a sales manager, you can become a management genius too by simply providing your salespeople with "roving sales leadership"...just like ol' Tom advocated over thirty years ago.

The first and most important things you need to do as a top performing sales manager is first establish trust with your sales reps. One of the ways you can do this is by understanding first hand the challenges and triumphs they are experiencing in the field first hand.

By entering into your sales rep's universe and staying there completely uninterrupted, you get to know what's really going on. Your salespeople are your major source of information, so to be a great sales leader you need to stay close with both your salespeople and with the issues that they face.

If you have been spending a lot of time in the office lately, set up a daily auto-responder in Outlook that says that you're unavailable from 9 AM to 5 PM every work day. Better yet, block out 9 Am to 5 PM in Outlook as "busy".

Then get out there.

Get to know their customers and their market firsthand; it's the only way for you to learn how they really do their jobs. And do it without interruptions.

Go to your salespeople - enter into their environment; you create a sense of collaboration and commitment to the cause in doing so...and make a ton of deposits in "The Trust Account" in the process.

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Home > Sales > Ralph Burns > How to become a roving sales leader
Article Tags: auto responder, collaboration, common sense, genius, important things, interruptions, management gurus, management theory, management world, mbwa, sales leader, sales rep, sales reps, salespeople, source of information, thirty years, tom peters, top management, triumphs, trust account

About the Author: Ralph Burns
RSS for Ralph's articles - Visit Ralph's website

Ralph Burns is a sales management consultant who operates the Sales Management Mastery at http://www.salesmanagementmastery.com 

To get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy. Get your own free sales manager training course – you can actually choose which one you want. Free courses include: “How to Motivate Your Sales Reps to Peak Performance”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus you’ll get dozens of free tools and resources to turn sales managers into top-performing sales managers. Get it today.

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More from Ralph Burns
How to Motivate Your Most Difficult Salesperson Part 1
As A Sales Manager How Do You Know When Youve Made A Hiring Error
Sales Management | How To Be A Flexible Sales Leader
How To Motivate Salespeople The Easy Way
7 Proven Methods To Motivate The People Salesperson


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