There are many different sales management styles, but which one works the best? Well most experienced practitioners recommend a tough love approach. What is tough love? Well hopefully it is the same type of management your parents and early teachers or sports coaches provided. They cared for you and helped you get up and dust yourself off and get your butt back into the game. Tough love is a place where excuses and blame game don't cut it. Where folks are judged by performance and not BS.
So where exactly is Tough Love on the scale between the Iron Fist Rule and the overly empathetic bleeding heart emotional understander of academic human psychology. Well, tough love spans all categories and is a cut above it all, it is not part of the scale it is the Scale. Empathy is fine, iron fist is fine, but only when they are appropriate, not abused and fair for all concerned. Can you manage your sales team like that?
Well I bet you can, we did in our company. We cared about performance we thru problem sales people over board when they either could not cut it or crossed our ethical boundaries. We were fair, we listened and we had empathy for the situations our teams encountered in the field. But in sales you adapt or die and since dying was not an option, we adapted along with our sales teams to win. I hope you will consider all this in 2006.