09/19/2005

Managers should lead by example, follow rules

Colleen Stanley

Running a successful sales call with a prospect and/or customer is an important skill for a professional salesperson. Running a successful sales meeting is an equally important skill for sales managers because it's a great coaching tool for reinforcing and modeling selling principles.

Unfortunately, too many sales meetings are run ineffectively and provide no leadership by example to the sales team. Weekly or monthly sales meetings practice the "do what I say and not what I do" principle. Actions don't align with words, and the sales manager's credibility erodes.

Here are three areas of erosion in conducting sales meetings.

Click here to read on.

Colleen Stanley is president of SalesLeadership Inc. in Denver. Reach her at cstanley@salesleadershipdevelopment.com or 303-708-1128.