A sales leader is more than just a super salesperson. She is also a great leader, an inspiring person to work with and the management’s representative to the team. Juggling these roles can require some serious hard work
- A great sales leader does not undermine the importance of communication: A sales leader is the prime link between senior management and the team. Hence, to communicate effectively is to convey the messages from both sides with equal fervor. Not doing so can result in both sides feeling that you are alienating them.
- Is passionate and committed: you cannot be a leader unless you are passionate about what you do. Passion is the fuel that drives you and eventually every person in your team. Your unwavering commitment to your job is what sets the perfect example for your team.
- Is service oriented: Great sales leaders are people who never let changes in the management team, organizational policies or office politics damage the belief that their job is to primarily meet their customers’ needs. Everything else comes later.
- Constantly Coaches: Even if you hire the best reps in the world, leaving them alone to do the job is not the best idea. You need to engage them in regular training and coach them to excel beyond what they have accomplished so far. Leaders challenge the team and constantly educate them to sharpen their existing skills and make them the better than they already are.
- Knows how to delegate: The best sales leaders understand that for the team to progress, they’ve got to get maximum participation in accomplishing tasks. One of the best ways to do this is by delegating work to the team. Delegation promotes a feeling of responsibility within the team and is the passage to creating future leaders.
- Promotes technology: An effective leader introduces new and pertinent technology to the team. The use of the latest technology like social media automation or sales automation can empower the average rep to sell more.
- Understands the difference between being a leader and a boss: Sales teams need to work together beyond the individual goals of sales rep; a leader is no exception. Instead of dictating, a leader’s got to get down and work hand in hand with the team members. This means leading by example. Are you doing what you ask them to do?
- Pushes innovation: You cannot be a great leader unless you have an innovative streak. Solving problems in a smart way, creating novel strategies, and devising new growth opportunities for the business are all part of the package.
- Accepts risk: Leaders should be willing to take reasonable risks to progress. Risk taking leaders show their team that it’s okay to take the road less traveled when the rewards are promising. Facing challenges and taking unconventional risks teaches your team to follow instinct and make the decision that they feel needs to be taken at the time. Risk takers also accept that failure is ok.
- Knows the role of compensation and incentives: Great leaders create effective compensation programs and incentivize their reps well. They focus on realistic goals for the team and guide them to achieve and reward them well when they do. They know that an unsatisfactory incentive program can lead to an unhappy sales rep which in turn will create unhappy customers for the company.
Before getting your team to follow rules and regulations, lead by example. Something as simple as not reporting to work on time can have a deep impact on the rest of your team. Unlike the plain role of a “manager” of yesteryear, today’s’ leaders have much more responsibility as they juggle between roles of leader, sales rep, manager and colleague. Set an example so your reps are motivated to follow you. Train your new hires to follow the culture that you and the existing members created. Effectively train your new and old reps using sales playbooks.
Remember that being a good leader doesn’t mean that you have to give in to keep your team happy all the time. Be assertive when you need to be.
