Most sales managers have an idea of the attributes and mindsets they are looking for in a sales rep, but have you ever considered what a sales rep is looking for in a sales manager? This list is not meant to be definitive or even ranked in order of importance, but is meant to suggest the mutual commitment that is necessary between a sales rep and their manager.

If you're a CEO, send this article to your sales managers. If you're a sales manager send it to your salespeople.

I was watching ice dancing last night and got curious about the scoring components. I Googled it and found a few sources. Then I started thinking sales.

Do you know or follow any sales scientists?

So, what do you think? Accountability? Availability? Training? Coaching?

Maybe, but they're not usually the first mistake.

This article is about exchanges that I had with three sales leaders in 2017.