Harvey Mackay Column- Sales Managers Are The Lifeblood Of Sales
In this opinion column, Harvey Mackay argues that sales managers are essential to the success of any sales organization. He opens with a humorous hunting‑lodge anecdote that illustrates how a misnamed "Sales Manager" can become ineffective, setting the stage for his claim that good sales managers must be leaders, coaches, and strategists. Mackay then enumerates ten key attributes of effective sales managers: leadership by example, clear communication, empathy and emotional intelligence, strategic market thinking, coaching and training, analytical data‑driven decision‑making, resilience in an unpredictable environment, and integrity that builds trust. Throughout he reinforces each point with quotes from John Maxwell, Texas judge J.P. George, and a historic endorsement from John Hancock Mutual Life that celebrates the broader impact of salespeople on the economy. He stresses that coaching is more than motivation—it requires hands‑on preparation and continuous skill development, encapsulated in the mantra that repetition leads to mastery. The column concludes with a “Mackay’s Moral” that a sales manager should be a leader, mentor, and strategist who empowers the team to achieve greatness.
Topics
Hunting‑Lodge Anecdote: The Misnamed Sales Manager
A humorous story about a dog renamed 'Sales Manager' that ends up barking and sitting on its tail, illustrating the danger of a title without substance.
Leadership by Example: Inspiring Teams
Discussion of leadership as the first essential attribute, including a John Maxwell quote about knowing, going, and showing the way.
Clear Communication as a Cornerstone
Explains the need for sales managers to convey expectations, give feedback, and foster open dialogue.
Empathy and Emotional Intelligence in Team Relations
Highlights how understanding emotions and perspectives builds strong relationships and helps manage conflict.
Strategic Thinking: Market Trends and Positioning
Describes the importance of aligning sales plans with market dynamics, customer needs, and competitive landscape.
Coaching & Training: Investing in Skill Development
Advocates continuous coaching, training, and the principle that mastery comes from repetition; includes a quote from J.P. George on ROI of training.
Analytical Skills: Data‑Driven Decision Making
Emphasizes analyzing sales data to spot trends, measure performance, and guide strategy.
Resilience: Thriving Amid Unpredictability
Calls for a positive attitude and adaptability when facing setbacks, with a motto about wishing to be better rather than wishing for easier conditions.