Sales management qualities - Sales Management

While the later chapter on sales personnel selection will look in more detail at qualities of persons suited to selling, at this early stage it is perhaps worth a comment on some basic personal qualities appropriate to sales managers.

He should be:

  • a good organizer and administrator, able to plan, implement and monitor sales activity
  • a good communicator, with colleagues, subordinates, customers and trade contacts at all levels
  • decisive, thereby inspiring colleagues and subordinates with a sense of leadership, direction and confidence
  • fair, objective and impartial in allocating objectives and dealing with business and personnel issues
  • a team leader, with that intangible leadership quality that inspires others to follow and take direction, with initiative to identify and take advantage of opportunities, and not given to panic in times of adversity but cool-headed in working towards corrective action.

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