Category Archives: Sales Leaders
The talent pool for sales leadership comes from successful sales professionals. Organizations often reward excellence in selling by promotion into leadership roles. But, what’s missing is the realization that different skill sets are required for selling vs. managing those who sell.
Sale leaders need to build on their understanding of the sales process by adding skills in developmental sales coaching. At Richardson, we define this as an effective and time-efficient incremental coaching process that achieves results and helps make sales professionals responsible for their own development. At its foundation, this involves a shift from being a boss who evaluates performance to becoming a coach who develops team members by empowering their own growth.
What I see most often in new sales leaders is a tendency to be driven solely by metrics. They focus on deliverables from their team: the number of sales calls made, reports filed on time, and sales forecasts. These new leaders have been successful in the field, and they want to continue that success. What they don’t realize is their ability to achieve greater success rests with their capability to effectively manage their team. They need to develop their observation skills to assess how their people are doing and where they might need help. They need to recognize what’s going well, coach to verifiable outcomes, and give constructive feedback to drive success for the individual, the team, and the organization.
Moving from individual contributor to sales » Continue Reading.
The purpose of this post is to share my perspective, as a facilitator and former sales leader, on three common mistakes to avoid and five best practices to leverage as a sales manager in supporting a successful workshop that will drive sales training ROI.
Getting the Message Right: The First Step in an Effective Change Management Process
Step 1: Refine the message
The first step in an effective change management process is for leadership to get the message right. And the way to do that is to try to connect what each person’s role in the change is, back up to the highest-level organization vision.
Many leaders have a tendency to speak in lofty terms and insider jargon while extolling their “big picture” vision — no matter who their audience is. True, they need to get their pitch down pat and reinforce their conviction through repeated telling of their story. But leaders should also realize that each audience is different, which includes having a unique perspective about what they’re hearing and its impact on them.
There comes a time when businesses grow and mature to the extent that it makes sense to ditch the informal ad hoc ways of a startup and standardize functions and processes. The freedom and flexibility of how work gets done is often favored over the negative-sounding corporate way of doing things, such as adopting company-wide systems and procedures. True, each business unit, function, and location have subcultures within the overarching corporate culture that give those groups a tight-knit feeling and identity. However, they cannot be subordinate to or in conflict with the culture, goals, and objectives of the broader organization. That includes getting on board with new initiatives, such as automating a new sales methodology.
Impact of Automating Your Sales Methodology
The figure below from Revegy, Richardson’s CRM enablement partner, illustrates the impact that automating your sales methodology can have on increasing win rates while reducing losses and no decisions. While Group A realized improvements in all categories and increased incremental revenue, Group B suffered from old habits and failed to sustain what success they had.
As with any change, you’ll need to anticipate hearing “That’s not how we do things here” and be prepared to counter those objections with sound reasons to get in line, including not only benefits to the sales organization and company but also the individual sales reps.
5 Reasons to Automate Your Sales Methodology
Here are five reasons to automate » Continue Reading.