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Sales Manager Skills: The Number 1 Skill All Successful Sales Managers Have

Sales manager skills are a given in any high performing sales manager. Do you know the ones we’re talking about? Hiring, firing, performance management, sales coaching, business planning, motivating a sales team to name a few. However, none of these will deliver if your sales managers are unable to master this key skill. What is that? To communicate.

In this particular article, we will cover the powerful aspect of nonverbal communication which is an important first step in improving your communication skills.

I know it makes sense and yet most sales managers will gloss over this “basic” skill. The true power of communication, delivered thoughtfully, will yield the most amazing results. A dictionary definition of communication centers around the ability to convey messages from one person or place to another. Sound reasonable? For a sales manager, they will also have to ensure that the information they communicate is then acted upon by the person to whom they communicate it.

A presupposition about communication is that you cannot not communicate. Let’s explore that a bit. We not only communicate with the words we speak, in fact, the most powerful way to communicate with others is through our body language and our voice. Classic research by Albert Mehrabian identified that 93% of how we communicate is through our body and voice. With only 7% coming from the actual words and phrases we use.

This seems to be especially the case when people have positional power. For example, in our case, a sales manager and his sales representative. Ensuring consistent communication is key.

Using a practical example of sales coaching. If a sales manager is giving feedback and advice, a more open and gentle approach and style will make a big difference in the results achieved. A fixed body position and tone of voice won’t be as motivating to the sales rep on the other end of the call. This is where the body language mirroring technique can work to build rapport and trust in the communication process.

The good news is that powerful communication skills can be learned. The first step is to become aware of how you currently communicate. What tone of voice do you use? How do you stand? How fast do you speak? How far away are you from the person you are communicating with? What is your eye contact?

When you ask many sales managers this question, some are aware of it and many are not. A great exercise is to observe someone else. Watch the interaction and how it unfolds. By doing this, you will gain insight into your own behavior and that of others. If you really want to improve the way you communicate nonverbally, watch yourself on video. Many presentation skills courses have made a significant difference in the way people communicate simply by showing delegates how they communicate physically and tonally.

Addressing non-verbal communication consistently has one of the biggest impacts on your power to communicate in a way that is practiced.

What next? It’s time to act. As a first step, if you are brave enough, ask your colleagues and even your loved ones how they perceive you, through your non-verbal communication. You might just be surprised.

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