How can a sales manager use the information provided in the preceding chapters to build a top-performing sales team? The first step is for the sales manager to understand how their own attributes and management style match up (or conflict) with the members of their sales team. To create a framework for this understanding, we will examine two sales management styles that are on the opposite ends of the spectrum: The Field General and The Administrator.
The Field General
Field Generals usually have a history of top sales performance. As salespeople, they were often the best of the best. No one sold more than they did, or took as much satisfaction from bringing in “the really tough deal”. These managers have high levels of Sales Drive, Assertiveness, Competitiveness, Energy and Independence. Conversely, they tend to have relatively low levels of Service Drive and Tolerance for Administration. On average they tend to be Hunters rather than Farmers.
How do these attributes impact the Field General’s management style? A Field General is often in competition with their sales team. They don’t want to spend their time coaching, nurturing, or supporting. They want to be in the spotlight! As a result, they are usually most effective when called in to help close a tough deal, or to help break down a roadblock within their company that is delaying a sales cycle.
Field Generals are usually not very good at administrative details and activities such as sales reports, expense reports, activity inspection, coaching, mentoring, and helping salespeople plan go-to-market strategies. They would much rather be in the trenches than in the office.
What is the best type of sales team for a Field General? One made up of salespeople who share similar attributes. Field Generals work best with salespeople who are Assertive, Independent, somewhat organized, have high Energy, and require little direction. The only time the Field General is likely to hear from these salespeople is if they need help with a deal, and that is the way the Field General likes it.