Drucker’s 5 Practices of Effective Sales Coaches
Adapted for Sales Managers by Michael J Griffin
“All that effective executives have in common is the ability to get the right things done.”
2 minute read
The effective sales coaches differ widely in their temperaments and abilities, in what they do and how they do it, in their personalities, their knowledge, their interests—in fact, in almost everything that distinguishes human beings. But all effective sales managers perform only necessary tasks and eliminate unnecessary ones to achieve sales revenue targets.
Five practices have to be acquired to be an effective sales manager.
Effective leaders know where their time goes. They work systematically at managing the little of their time that can be brought under their control.
Effective sales managers focus on win3 contributions to their customers, for their salespeople and their organization.
Effective sales coaches build on strengths—theirs and those of their salespeople. They do not build or focus on weaknesses.
Effective sales coaches concentrate on equipping and inspiring superior sales and service performance where superior performance will produce outstanding win3 results. They force themselves to stay within priorities that lead to sales success.
Effective executives make effective decisions. They know that sales success is a system or process — the right steps in the right sequence at the right time for win3 relationships. They know that to make decisions fast is to make the wrong decisions.
Whenever Dr. Drucker has found a leader who—no matter how great in intelligence, industry, imagination, or knowledge—fails to observe these practices, he has also found a sales manager deficient in effectiveness.
Your Action Point: Commit these five tasks to memory and practice them: know where your time goes; focus on outward contributions; build on strengths; concentrate on superior performance; and make effective decisions.
Adapted from the September 4th “Daily Drucker.”
Michael J Griffin
Founder ELAvate
John Maxwell Team Founding Member
Dr. Peter Drucker Fan!