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Leaders are chosen for the qualities that have helped them to shine, but when it comes to management it is how those traits are used to nurture others that really matters.

Being a manager is about so much more than carrying a title – or demonstrating superiority in work situations.

The role of a leader is to identify and nurture those qualities in other people by offering the support they need to succeed.

Just as the old adage goes ‘there is no I in team’, the leadership of a team requires selflessness for the greater good.

The best leaders understand this and don’t let their ego dictate their leadership style.

Choose motivation over ego

Firing out commands, demanding results and insisting on a ‘because I say so’ attitude are all ultimately counter-productive in moulding a sales force that will deliver consistent results.

Not least because poor management is the main reason most people leave their job. The right individual paired with a poor manager will result in a loss to the company that should have been avoided.

The message to leaders who want to excel and be a real ‘manager’ is to strip away the hierarchy and focus on the individuals instead.

Let it be a case not of ‘what you can do for me’, but rather ‘what I can do for you’. This is the secret to effective management that nurtures skills and accountability on the highest levels – a system where the leader serves the needs of the team members.

Your sales team needs to know they can count on you for support and encouragement – they need to know that when it comes to the crunch you have their back.

Shake up the idea of a workplace hierarchy

By creating a winning team, managers make sure they themselves remain winners. What is needed though is a reversal of the traditional hierarchy. Rather than having a manager at the top being served by a team of workers below, flip that so that the manager is serving the team.

By taking care of the needs of the individuals, managers will make workers feel valued and more likely to hit performance goals.

A sales team will be all too aware of a manager that is willing and able to be a part of the team and will respond to that support with support of their own.

The alternative is a self-serving manager who alienates staff. This approach will only breed contempt and discontent eventually.

Consider which team members are the strongest employees and what it will take to keep them. Proceed with a plan that rewards loyalty and hard work by identifying individual needs and catering to them.

Don’t take valuable staff for granted. Instead of issuing orders, share ideas and seek feedback. A united team is stronger force than an individual’s ego.

Discovering how to understand employee’s needs and uncovering methods of motivation is not always straightforward. To help leaders discover how to get the best results Sandler Training has outlined six ways to be a more effective manager.

Unlock the potential of your sales team by understanding how to be a better leader by following these six steps.

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