Transformational Leadership in the Sales World Continued
Part 2.1 – Sales Leadership
Let’s continue the discussion from the funny Friday meme and talk about the many ‘hats’ of an effective sales leader, and how to expand that into a transformational sales leadership. If you haven’t accepted the meme challenge from Friday – I really want to encourage you to do so to get the most of this topic; plus it’s a 5 minute fun break to pull you away from your daily grind and who doesn’t love a good meme?! 🙂
As a sales leader you have many hats to wear, both internal facing to your team, external facing to the business and also your customers. You are leading, supervising and managing your team to hit the sales number and other business objectives; you are developing and implementing the sales plans and evaluating and managing performance of your teams against this; you are developing and motivating your teams to achieve (and exceed) revenue goals; you are responsible for their understanding on the direction of the company and the role they play in this as a team, and as individuals. You are also accountable for collaborating with stakeholders within the business so that sales requirements and challenges are understood. Working both cross-functionally and with other sales leaders to ensure the sales strategies and methodologies are aligned to the overall business objectives, and there is full support of the sales strategy from the business. Like many leadership roles, that of a sales leader is no easy task.
A very successful sales individual isn’t the only thing that makes a successful sales leader. I often see a lot of emphasis put on one’s ‘selling track record’ to define their ability to be a successful sales leader; unintentionally forgetting about all the other hats this individual has to put on, and their leadership aptitude for doing so. You must be able to recognize when to pivot between these leadership hats, and how to do so effectively. You are not only doing this with your team members and customers, you are doing it with your sales leadership peers, departmental colleagues, and superiors. This is the difference between a sales leader that is good, one that is great, and one that is world-class.
Welcome Our Guest!!
I am thrilled to announce that I have invited Lindsey Hood, professional coach, to join in on our discussion as a guest blogger and share her insights!! Tomorrow, Lindsey will kick it off and share her perspective on the roles of an effective sales leader – so stick around, share your thoughts and welcome her!