By Jeff Beals
Attention Sales leaders, these nine essentials of good sales leadership will help you choose the right staff, help them be successful and keep them around for many years:
- The person in charge of sales should be considered a sales “leader” and not a sales “manager.”
- Sales leaders must think quickly and take immediate action to mitigate any threat to the organization’s ability to sell.
- Successful sales leaders accept responsibility and accountability, but they realize a leader is not the same thing as a supervisor or a foreman.
- One of a sales leader’s single most important duties is resource acquisition—providing the sales force with everything it needs.
- Be careful not to be blinded by great salespersons who might have fatal ﬂaws and clients who are too good to be true.
- When hiring sales team members, remember that frequent past behavior is the best predictor of future success.
- Create a detailed sales how-to book that is as analogous to a football team’s playbook.
- A quality mentoring program can make up for unsophisticated sales training. Mentorship can be as beneﬁcial for mentors as it is for the mentees.
- In managing egos, sales leaders need to be clear about the sales expectations for each salesperson.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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