Sales managers – leverage 10 behaviors of successful entrepreneurs

ISales managers - success

Sales managers – success

What separates successful entrepreneurs from those who are less successful? Gallup studied 2,500 entrepreneurs to understand the actions and decisions that would answer that question.

After years of research and hundreds of interviews, Gallup identified 10 behaviors consistently observed in highly successful entrepreneurs.

It immediately struck us that these 10 behaviors, with a bit of tweaking, apply equally well to successful sales managers.  Take a look and see what you think:

  1. Business Focus – Makes decisions based on observed or anticipated effect on driving business.
  2. Confidence – Accurately knows themselves and understands others.
  3. Creative Thinker – Takes existing ideas and turns them into something better.
  4. Delegator – Recognizes they cannot do everything and are willing to contemplate a shift in style and control.
  5. Determination – Perseveres through difficult seemingly insurmountable obstacles.
  6. Independent – Prepares to do whatever needs to be done to build a successful sales team.
  7. Knowledge-Seeker – Constantly searches for information that is relevant to growing their book of business.
  8. Promoter – Are the best spokesperson for their sales team
  9. Relationship-Builder – Have high social awareness and are able to build relationships.
  10. Risk-Taker – Instinctively knows how to manage high-risk situations.

Of course, these 10 behaviors don’t cover every attribute of successful sales managers.  But according to Gallup, they “do explain a large part of entrepreneurial success and cannot and should not be ignored.”  We believe that same sentiment is true when it comes to sales managers. What do you think?

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©2014 Sales Momentum, LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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2 Responses to Sales managers – leverage 10 behaviors of successful entrepreneurs

  1. Pingback: Sales managers - leverage 10 behaviors of successful entrepreneurs that lead to success - as identified by Gallup. | Sales Training Connection -

  2. I just added this weblog to my google reader, great stuff. Can not get enough!

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