If you are a manager of salespeople, you should be very aware of your leadership style to allow you to work more effectively with your sales reps and transform from being just a boss into a true leader.
However, before you do that, you will need to identify your sales management style. I espouse using the DISC behavioral model. DISC is an acronym for the four primary behavioral drivers: dominance, influence, steadiness and conscientiousness
You can self-identify yourself based on two questions:
- Are you more open (emotive) or guarded (controlled)?
- Are you more direct (faster-paced) or indirect (slower-paced)?
Based on your answers, you can find your primary DISC style:
D – Direct and guarded
I – Direct and open
S – Indirect and open
C – Indirect and guarded
The ‘D’ Styles are forceful, take-charge people: direct, decisive, determined…and often domineering. They are born leaders who are neither shy nor subtle. Driven by an inner need to get results, they are firm in their relationships with others and more concerned with outcomes than egos.
The ‘I’ Styles are friendly, enthusiastic and want to be in the middle of the action, whatever and wherever it is. They most value admiration, acknowledgement, and applause. They are much more people-oriented than task-oriented, but sometimes have a short attention span.
The ‘S’ Styles are the most people-oriented of the four styles. Having close, friendly relationships is one of their highest priorities. They believe in self-control and tend to follow the rules. However, they dislike conflict so much that they sometimes can be unassertive and overly sensitive.
The ‘C’ Styles are results-oriented problem-solvers—but in a quieter, more low-key way that is less likely to ruffle feathers. They are analytical, persistent, independent, and well organized. Not wanting to call attention to themselves, they prefer to work quietly alone, emphasizing accuracy and correctness.
Once you have found your DISC style, you can begin making your sales management style more palatable to others who might not share your behavioral type. Here are some ways a sales manager can round off some of the sharper edges of his or her DISC style:
If you are a ‘D’ Style…
Ratchet down a notch or two! Keep in mind that others have feelings and that your hard-charging, know-it-all style can make others feel inadequate and resentful.
Accept that mistakes will occur and try to temper justice with mercy. You might even joke about errors you make, rather than trying to always project a super-human image.
Encourage growth in others in at least two ways: by praising salespeople when they do something well and by giving them a measure of authority and then staying out of their way so they can use it. Whatever you lose in control, you are likely to gain in commitment and improved sales results.
If you are an ‘I’ Style…
Your salespeople depend on you not just for ideas, which you are very adept at generating, but also for coordination, which you are probably less comfortable providing. So anything you can do to become more organized — making lists, keeping your calendar current, prioritizing goals — will pay big dividends for both you and your team.
Nothing’s so dispiriting as to see the boss drop the ball on important matters. So, remember: if you fail to follow-up, procrastinate on tough decisions, or make pledges you don’t keep, your salespeople will lose faith. Even though you don’t do those things purposely, your salespeople will feel as if you’re letting them down. Your charm and warmth can’t compensate for unreliability.
Also, come to grips with the fact that conflicts are going to occur. Try to deal with them up front instead of sweeping them under the rug. In addition, strive to keep your socializing in balance with your tasks.
If you are an ‘S’ Style…
You are probably a well-liked leader. Your goal should be to become a more effective well-liked leader.
Learn to stretch a little, taking on more small risks or different duties and trying to accomplish them more quickly. You may want to be more assertive as well as more open about your thoughts and feelings.
Being sensitive to your salespeople’s feelings is one of your greatest strengths, but you must seek a middle ground between that and being knocked off balance by the first negative comment or action that comes your way. Try to develop a thicker skin for the good of the sales team.
If you are a ‘C’ Style…
Your high standards are a double-edged sword. Your salespeople are inspired by your quest for excellence, but they might feel frustrated because they can never quite seem to please you.
One of the best things you can do is lessen and soften your criticism, spoken or unspoken. Bear in mind that you’re inclined to come off as stern in certain situations.
Ease up on your need to control and attempt to project a more social persona. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom.
Realize the fact that you can have high standards without requiring perfection.
Whatever your style, being adaptable can help you to build bridges to your salespeople and make them feel valued. By learning to best respond to their interests, concerns, strengths and weaknesses, you can get the most from your sales team.