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The 10 attributes of successful sales managers

Characteristics and attributes that may try to cultivate as a sales manager. In my opinion, there are two categories influential general: trust and presence. In each category there are five specific characteristics that every effective sales manager must possess. I call the five Cs of confidence and the Five Points of Presence.

The Five Cs of confidence

1. Character
2. Competition
3. Confidence
4. Credibility
5. Congruence

The Five Points of Presence

1. Charisma
2. Enthusiasm
3. Optimism
4. Empathy
5. Vision

Why assumed that the first has to do with the main category of trust? The ability to obtain and maintain the trust is a vital factor to influence your team. Research has demonstrated time and again that trust is always a factor that contributes to the ability to influence others. When a person trusts you, that confidence alone can make you accept. On the other hand, if your computer does not trust you, all the evidence, reasoning, facts and figures in the world will not make a compromise. Character is the basis confidence.

I also believe that the teaching of Phillips Brooks, a nineteenth century clergyman, offers the wisdom of the nature of character: "The character is in the small moments in our lives. "Stop and think a moment about the people in your life to whom deepest respect. While you may be able to remember a few momentous occasion, it is probably an example of the peaceful people that has impressed. It is their nature and spirit, even when are not "on stage," which has earned their respect.

Competition is their knowledge and skill in a particular subject area and comes from the formation continuous and experience. We believe that others are competent when we see them continually learning and the promotion of training and education, success what they do or have solid experience with the different people who have worked. Obviously, competition is a crucial element of trust. If your team is relying on You have to feel you know what you're doing. Trust is also an important factor in gaining the confidence and influence. You can exude confidence or otherwise your team will feel like a case of "the blind leading the blind." They will not trust you or your ability, therefore, have little influence on them.

The following attribute under the umbrella of the trust is credibility. Gerry Spence, perhaps the most famous lawyer track of all time, said the importance of the credibility of the best: "You can stand as the greatest orator the world has known, possess the quickest mind, resort to psychology and brightest have mastered all the technical devices of argument, but if you're not credible, could just as well to preach to the pelicans. "To build credibility with your team, knowing that your team knows and respects. See if you can get the approval of his mentor, either in person or in writing, a copy up your credibility. If you are an acknowledged expert in his field, be sure to report that studied the issue was investigated and met with other experts. In addition, be prepared to release the names of the people in your team will recognize. Another way to increase your credibility is always best to present yourself in a calm, organized and authoritative. Being overly emotional or nervous throws his credibility out the window.

The last building block of confidence is the consistency. Consistency means their words and actions always match. You are not who is known for saying one thing and do another. Agreement and harmony in your confidence will increase verbal and nonverbal and therefore their ability to influence. In the absence of consistency, red flags go up in the minds of team members. You can probably think of a manager who has known whose words always had to take with a grain of salt. Such an individual is not the kind of person you are likely to be influenced by.

Now that we have shown the five Cs of Trust, take a moment to review the Five Points of Presence. Presence is the ability to influence and empower others. Their presence energizes and inspires others. Them are forced to follow the vision that you offer. Charisma tops the list of attributes that the five points of presence and is a big part of motivating others.

People who are often charismatic keep us in fear. His energy prods us, motivates us and inspires us. Meet our need for heroes. We feel better by have met, seen, heard and interacted with them. Charisma is closely related with enthusiasm. If you are passionate about what you do, your enthusiasm will be transferred their interaction with your computer. It is quite possible that the passion and enthusiasm that recruit more strongly the hearts and minds of those around you. Others are more likely to go on board if they can see their sentences. Enthusiasm is a force in motion that we try to penetrate everything we do. It is the unit that keeps our motivation to achieve the goal. Emerson said, "Nothing great was ever achieved without enthusiasm." Another great thinker, especially in the field of personal development, Norman Vincent Peale said: "When you get excited, the whole personality lights up. The mind becomes sharper, more intuitive, the life force and creative ability have been improved. That person is motivated and will certainly have an impact. "

Another key factor is optimism. Optimism is more than a positive mental attitude. It is not just thinking about positive things and hope that will come true. True optimism is a frame of reference that governs how lead. Optimists not only expected, but actually they expect success and goodness. Even when there are setbacks, which are able to bounce back quickly. If you can inspire optimism in his team members, to be grateful for their positive influence and the difference it makes not only the workplace but also in his personal life. Nobody wants to be around a bad mood, angry or pessimistic manager. Your optimism attracts others and be contagious. Once your optimism extends his team will begin work with a lot of energy positive.

Now, let's spend some time in attitude. Remember the old adage "Success in life is 85 percent attitude and 15 percent of fitness? Harvard University conducted a study which found that the "success" (income, status, prestige, etc) were much more to do with attitude than ability. In fact, the attitude seems to contribute more to lifetime earnings at even a person of education. His attitude reflects what is happening within you and is a strong indicator of what will actually play on the surface. That's why, when it comes to teamwork, an upbeat attitude begins with you. Optimism is something we can control, and you can not expect his team to develop it if you do not have it.

Empathy is another important part of being an effective leader. When someone feel empathy, they will be more open to influence. The world is full of people who are trying to make us see things for their reasons. It is refreshing find someone who will take the time to pause and try to understand. As a leader, once you know who you are dealing, what s / he is thinking and what s / he is thinking these things, you will be better able to empathize.

Zig Ziglar says that this kind of attention to others really helps to meet our own needs: "The best way to get what they want in life is help others get what they want." When you're trying to work to be more empathetic, you must remember the universal needs of all men and women: approval, attention, praise, encouragement, understanding and acceptance. We can learn much about the empathy of the classics, Tao-te Ching of Lao-tzu. It reads: "The leaders evolved win the confidence and support of the people through its complete identification with them. The interests of the people are promoted because they naturally become the leader's interests as well. "

Vision is the final attribute of the five points of the Presence. Influential leaders have a clearly defined vision, which in turn serves as a powerful tool to help others see the big picture. Most people embrace the vision of its leader if you know exactly what their place in it and what they have to do to achieve it. Vision to pull the team together and generate energy, passion and a willingness to work hard. Create a sound vision begins with focusing on our destination. In other words, you must know where it goes. If you hope to achieve outstanding results, give your team clear direction. Stephen Covey said: "To begin with the end in mind means to start with a clear understanding of your destination. It means knowing where you're going so you better understand where you are now and for the steps you take are always in the direction correct. "Finally, in planning and executing your vision, do not be afraid to dream big. Walt Disney once said:

Do not make small plans, they have magic to stir men's blood and probably themselves will not be realized. Make big plans, aim high in hope and work, remembering that a diagram noble, logical, once recorded will never die, but long after we are gone be a living being, which states with increasing insistence.

Think of the noble legacy that has been enjoyed by millions and will continue to touch generations of people because of the vision of this man is one. It all started with a man whose enthusiasm had a ripple effect on all working. Walt Disney brand will always be stamped on the world.