By Jeff Beals
Sales leaders have so many responsibilities – recruiting reps, training them, keeping them motivated, forecasting/budgeting, working closely with marketing and so many others.
But there is one area of a sales leader’s job that is crucially important but often underrated: resource acquisition.
The most effective sales leaders do what it takes to make sure their sales teams have the tools and budget they need to close deals.
Attracting new clients is so important that every organization should devote considerable resources. That said, not all do. Leaders of various organizational departments in a company jockey and position for resources. Some are better at it than others. If the sales leader isn’t good at playing corporate politics, the sales staff might be at a resource disadvantage against the competition.
If you’re a sales leader, do not let this happen. One of your single most important duties is to provide your sales team with everything it needs to succeed. You don’t ever want to give your salespersons an excuse for not performing. Lack of resources is a convenient excuse for a sales person but should never be an excuse for a sales leader.
One of the best ways to ensure abundant sales resources is to establish your personal clout inside your organization. This is accomplished by doing good work and practicing good internal politics.
Clout is affected by timing. Make a pitch for greater sales resources right after you score a high-profile victory. Make the pitch when the higher-ups most value you and believe they could least afford to lose you.
Jeff Beals is a professional speaker, sales consultant 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 info@jeffbeals.com or call us at (402) 637-9300.
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