Sales Management vs. Sales Leadership

A while back, I had the opportunity to attend The Chicago Transportation Club Business Development Symposium. One of the speakers was Daniel Mullally, Sr. VP Sales, FedEx Services.

During Daniel’s talk, he shared with the audience a challenge he was having with his sales management’s style. He observed a management style that was intimidating, sterile, numbers / performance-based and the negative impact on morale, turnover, and ability to attract new talent.

While having management fundamentals is important to achieve strategic initiatives and goals, it often is overemphasized and becomes the style in dealing with human beings.

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In my observations of sales management vs. great sales leaders, it’s what they do with their people that was a big distinction. The successful sales leaders I’ve observed have a passion and a serious commitment to develop and mentor people. They spend most of their time in the field among their people, inspiring, equipping and encouraging them by helping develop winning skills, activities and behaviors.


Do you want to gain the Competitive Advantage and build a High-Performance Sales Team?

The Samurai Sales Management Mastery program is for you!

This program is intended for sales managers in the business-to-business environment who are serious about achieving a competitive advantage and having a high performing sales team. The skills that made you successful in sales and be a successful sales manager are quite different. In fact, managing a sales team is one of the more difficult jobs in any company.

The Samurai Sales Management Mastery enables you to develop the competencies and skills, knowledge and experiences you need to raise your team to deliver business results and a level of distinction among your competitors. The training is deeply rooted in human behavioral science and experience that is applicable to the sales and marketing environment. It is a combination of scientific research, real-life experiences, and common sense.

Learn more about this program here – Sales Management Mastery