Bryan Schaublin

Background

About Bryan Schaublin

Here are 10 attributes of a great sales manager: 1) Passion. This is also one of the top qualities of a master closer and the only one that can’t be taught. Without a passion for the home building industry, it’s impossible to lead and inspire a team. 2) Integrity. Combined with passion, these are the two most important qualities for a sales manager. “They need that core.” “If they don’t have those, they shouldn’t be in sales management.” 3) Positive attitude. It’s up to a builder’s leadership to put smiles on the faces of the sales team and set the tone for the company. 4) Coaching. Seventy percent of a sales manager’s time should be spent coaching, either in groups or one on one. Any sales manager who says the workload doesn’t allow that kind of time with the staff needs to examine how the day is being spent and ditch or delegate any activity that doesn’t affect lead generation or conversion. 5) Leadership by example. “The sales manager should be out on the sales floor with his people,” That’s where you’re most productive. Lead by example, make them accountable, push them, and get them out of their comfort zone.” 6) Loyalty. Sales managers need to go to bat for their sales team members. Let them know you’re on their side. When they know you’re sincere, it’s amazing the work ethic you’ll get in return.” 7) Availability. paperwork has to be done, but it can’t be used as an excuse “to not do the tough stuff.” It’s easier than dealing with people, “Administrative tasks never talk back to you.” 8) Motivation. This includes encouragement and recognition. You laugh together and play together.” 9) Continuous learning. Sales managers need to do likewise. “When you don’t grow you leave the door open for someone else.” 10) Listening and communication. This is an underpinning for most of the other qualities. You can’t be a good coach or motivator if you’re not a good communicator; and you can’t continuously learn, lead by example, or demonstrate loyalty.