As a sales manager, you are pulled in a million different directions and expected to get it all done. While multi-tasking is a critical sales management skill, it could also be making you less effective. Listen to this Sales Management Minute episode to learn how to avoid the multi-tasking peril.
I’ve always been told that I am the master of multi-tasking. For the longest time, I took that as a compliment. When I ran sales organizations, my salespeople would come into my office and I’d assist them without ever looking away from my PC. When I was in department meetings, I’d listen with my ears, but my eyes were on my Blackberry. Man, I got stuff done!
However, I discovered a major problem with my management approach. While I was effective at getting things done, my salespeople felt like I didn’t care about them. It’s perception vs reality. I heard everything they said and processed every word. I even responded, but their perception was that I wasn’t listening.
Good luck achieving your revenue goals when your people don’t think you care. As a sales management executive, you are under enormous pressure to get things done, but never forget that your people come first. Make sure both perception and reality demonstrate to your people that you are committed to their success.
Remember, people don’t leave companies, they leave their managers.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.