For you to achieve the desired sales success, for your branch, department or division, means that you must:
Get things done through your people
As you depend on other people to perform, in order for you to achieve your branch or departmental sales targets. You need to become a master of “POSITIVE INFLUENCE“, where you commit, to become a supporter of each sales team members success.
Be the example you want your Sales Professionals to exhibit
Whatever attitude, behaviour or characteristic you want your Sales Professionals to exhibit. You must ensure that you epitomise every one of them yourself. Your people, follow your example. If you want your people to be inspired, energetic and driven to succeed, then that is exactly the attitude and behaviour, you should project.
Accept that you need your people, more than they need you
Change your attitude towards your Sales team and accept that you are not there to manage them or to hold them accountable for their performance. You are there to support, encourage, mentor and coach them to perform optimally.
Your role is one of support, guidance and encouragement. In other words, you must ensure that you: