What comes to mind when you picture a great leader? Is it your football coach from high school? A great boss? Maybe it’s your superior officer from your career in the military. Lots of people come into our lives and are placed in positions of leadership, but only a few are great. Who are they to you?
Whether we’re talking about sports coaches, military officers, or senior executives in business, strong leaders are hard to come by and make all the difference.
The same is true in business. Strong and effective sales leadership is the most critical piece required to build a high performing sales team. In fact, a study published by Harvard Business Review found that 69% of salespeople who exceeded their annual quota – top performers – rated their sales manager as being “excellent” or “above average.”
However, hiring sales managers, the leaders of your sales team, is one of the most frequently botched tasks in all of recruiting. People have a tendency to want to promote superstar sales reps into manager positions thinking the competencies of a good salesperson naturally translate into the competencies of a good sales manager. They don’t. Sales rep and sales manager are two vastly different roles with two vastly different skill sets. If you rush the hiring process, you’re destined for trouble.
We know the cost of a bad sales hire is enormous and reverberates across the company in a myriad of ways from lost market share to damaged sales team morale. This is not a mistake you want to make.
Thankfully, there are ways to mitigate this risk, and it starts with knowing the competencies possessed by the world’s best sales leaders.
Here are the top 5 competencies of great sales leaders:
Don’t make the mistake that too many companies make: equating a person’s individual sales success with their ability to recruit, train, and lead a sales team that consistently achieves and exceeds budget. Consider these 5 competencies and utilize the right tools in the hiring process. We’re here to help you build a strong sales organization.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.