Sales Leadership, Making It Personal
When we talk about sales leadership, often we focus on the sales managers. Are they setting the right example? Are they coaching? Are they getting the resources the team needs and supporting them? All of these are unquestionably critical–for the best performance, fantastic sales management can make a tremendous difference. But sales leadership also must come from each and all of us. What makes fantastic sales teams is the leadership example set by every person on that team.
What does it mean to exercise personal leadership? There lots of things, I’ll cover a few:
- Personal leadership is demonstrated by how we treat our peers and other people in the organization. Fantastic sales leaders have deep respect for all in their organization. It’s never, “all for themselves.” with fantastic sales leaders. Where they can offer support, coach, advise their peers, they gladly do so—knowing that part of what made them fantastic was someone else doing the same business. They treat all within the company with fantastic respect, are generous with their be grateful you’s and sharing credit—they know that without the support of the people in the organization, they would not be able to to their job.
- They set a high personal standard for performance—usually much higher than the expectations of the organization. They know the organziation’s goals are just something they pass on the way to achieving their own personal goals. They set a fantastic example and are recognized as role models by all in the organization. They never negotiate their standards of performance — ever.
- They know that regardless of their own personal level of performance and knowledge, they can always learn, increase, and develop. They never complain about the latest sales training class, but are in the front row, actively participating. They know they can always learn something new. They watch others and learn—not just the experts, but even new people who are less experienced. Lessons can come from anywhere. They are always reading, whether it’s books or blogs or whatever, they want to expose themselves to new thinking and new thoughts, adopting those that help them increase.
- They know change is constant–not just with their customers and business, but if they don’t continue to change and grow, they will become dinosaurs. They are always pushing the state of professional selling further–at the same time making the greatest value for their customers.
- They recognize the leadership they must provide their customers. They aren’t worried about pitching the customers, they aren’t pushing for the order (though they are always closing), they don’t see the customer as a means to achieving quota and earning more commission. They recognize their customers are placing their entrust– perhaps the future of their companies–their jobs in the hands of the sales person. They know the customer makes a terrible choice, they have far more to lose than the sales person.
- They treasure their role in helping customers reckon about their businesses differently. They want to see their customer grow and succeed, but may not know how to do that. They constantly present the customers thoughts on how to increase.
- They recognize they are change agents. They know that people tend to resist change until they know it and their role in making the change. They patiently and actively help customers (and their own organizations) manage and do the change process.
- They recognize their principle role is no longer presenting products, but facilitating the customer’s buying process.
Sales leadership and fantastic performance comes from within. Are you a sales chief?