Sales Management Survey (SMS)
Application: Management development designed to add thought leadership to the traditional Sales Manager role
Audience: First-line and middle sales managers
Respondents: Self, Supervisor, Peers, and Direct Reports
Questions: 72 questions, 3 open-ended
PDF Downloads: SMS Sample Report SMS Product Sheet
Sales Management Survey (SMS) provides Sales managers with feedback on their management skills and practices. Sales managers are responsible for implementing strategies within the organization and achieving sales goals. They also have a major responsibility for maintaining the organization’s quality of working life. The skills required for effective management are specific and identifiable. The SMS gives the Sales manager feedback on those skills from the people who observe them every day. This feedback is a powerful starting point for Sales managers to enhance their management skills.
THE SMS TASK CYCLE®
I. ESTABLISHING THE PURPOSE
Presenting fresh ideas and long-range vision, utilizing clear communication and demonstrating the courage to take risks.
II. LAYING THE FOUNDATION
Solid decision-making, collaborative planning, and effective conflict management.
III. SUSTAINING THE EFFORT
Developing strong teams and guiding individuals toward success.
Providing employees with feedback regarding their performance.
V. DRIVING TOWARD SUCCESS
Setting performance standards, demonstrating enthusiasm, delegating responsibility, and appropriately utilizing authority to get results.
Acknowledging the contributions of others.
Tension Level and Overall Effectiveness are leveraged through the mastery of Task Cycle phases.
The Task Cycle is a validated organizing tool that can help leaders know where to focus their development. It is presented as a logical sequence of events, with each phase contributing to achieving the final goal. A leader’s performance across the Task Cycle phases is predictive of how others perceive their impact on the organization.
Task Cycle® name and image are registered trademarks of The Booth Company.