Effective Sales Leadership: 9 Tips
According to a recent article by Jerry Stapleton on BizTimes.com, 80% of sales leaders are ineffective. Of the 80%, he says they fall into one of three categories:
- Hands-off administrators
- Micro-managing tyrants
- Good-buddy coworkers
So how do you become one of the 20% who are actually effective in sales leadership? Take a hands-on approach, the author says.
Your leadership role:
Stapleton stresses the importance of taking an active role in managing your sales team and even suggests that negligence of this duty is irresponsible. “Not only do sales leaders have the right to expect their salespeople to do things in a certain way, they have an obligation to do so. It is a central part of their job description as sales leaders; they are leaders, not administrators!”
What effective sales leaders do:
- They travel with their teams and collaborate on transactions.
- They don’t overshadow their salesperson in front of the customer, they just partner.
- They coach their salespeople on how to come up with the right words to say in tricky situations.
- They hire good people, not just people who look good on paper. They look for honesty, positivity, self-motivation and qualities that come from within.
- They utilize CRM software and make CRM user-friendly for the salespeople.
- They don’t tolerate insubordination.
- They train their sales staff not to waste time pursuing weak, low quality leads.
- They keep an eye on the ROI from the sales staff’s promotional expenses and make sure it is not wasteful.
- They position themselves as strategist and coach. He says that in a meeting, “they don’t just ask them about expected close dates, they help them develop the strategy on the account and even help them develop the language they need to position a particular interaction.”
In a nutshell:
Be a fully present, driving force in guiding your team’s success. If you just keep track of the time and progress of your staff’s activities, you reduce yourself to functioning as an administrator instead of a leader.
To read the original article in its entirety, please visit BizTimes.