• Duane Cashin

Are You Really Acting Like a Sales Leader?

Updated: Feb 17, 2020

Sales leadership is a tough, tough job.

On any given day, you are tasked with supervising, mentoring, coaching, training and/or managing team members individually and as a group. It’s possible that you’re still responsible for bringing in your own clients as well, while simultaneously helping your team develop territories and account strategies. Oh, and don’t forget to keep your eye on the pipeline!

In the blur of day-to-day meetings, emails, phone calls, and other activities, it’s really easy to lose sight of your leadership role and assume a coordinator role.

That’s too bad because the impact of sales leadership cannot be understated.

Good sales leadership provides guidance, helps people understand their priorities and where they should focus their time, holds the team accountable by setting clear expectations, and builds and supports a company culture that salespeople want to join and remain a part of.

Is there a better way? Absolutely.

Just as in sales, you need a process, a sales leadership process, because, just like in sales, the lack of one causes confusion, wasted time, wasted money, and a host of other issues. The lack of a sales leadership process can bring down your entire organization.

As the saying goes, people don’t leave companies, they leave their bosses. If you want to keep your reps -- especially the great ones -- you have to focus on what you’re doing and how you help your people see value in what you bring to the table. That requires a process.

Here are 5 simple steps that will move you out of a coordinator role and back into a leadership role.

1. Share your passion.

Sales leadership is a tough business. Why do you do it? What makes you go to work every day and “fight the fight”? Share your answers with the team, and ask them to do the same -- often.

2. Focus on helping your sales representatives be successful, and recognize their accomplishments.

The taste of success is addictive in a very positive way. Help your people experience it, and recognize them when they perform well. Successful salespeople who feel “seen” repeat their actions over and over.

3. Embrace accountability.

Accountability is the key to your success. If you can rely on people to do what they are supposed to do, in a timely manner, successfully, then the bulk of your “coordinator” duties will fall away and you will remain in a position of leadership.

4. Create an effective “meeting” process.

Hold weekly one on one performance review and coaching sessions. These meetings are highly effective in providing you with the visibility you need into each one of your reps' strengths, weaknesses and the actions that must take place to ensure they are a success.

Hold a monthly “sales meeting” which focuses on learning. Read a book together; discuss wins and competitive go to market strategies. Create a sales meeting agenda that your reps look forward to and that stimulates thinking and growth.

5. Reward the behaviors it takes to be successful.

If you want to grow your sales numbers, you need your salespeople to understand what it takes to get just one sale so they can repeat that behavior again and again. These are behaviors you (and your reps) can track and control. So, focus less on results and more on the day to day disciplines that are known to move the needle on sales!

Are you ready to forego your coordinator role and become a true sales leader? Give us a call to discuss the specific ways you’re struggling and how a customized plan can transform your organization.

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