One of the gifts that I’m given throughout my journey as a Sales and Sales Management expert is the ability to work with world-class leaders on leadership and growth. Along the way I’ve had some very spirited discussions on driving change. Here are my top 3 areas of sales leadership to drive change within your team:
1. Gate Selling: This can be defined as a series of events that will drive to a predictable outcome.
Now many organizations have a sales process but very few actually execute the process on a consistent basis. In a survey completed by the Sandler Research Center, it was found that 73% of organizations have a sales process but only 37% of staff actually follow the process consistently. That is staggering! Based on my travels I’ve learned that many companies have failed to put in the time or the energy to really study who, what, where, why, and how people purchase their product or service. Gate selling creates this structure and allows for organizations to truly inspect these variables.
2. Understanding the mindset of your people:
Nobody runs to change, change is hard. However, if you know what your staff’s appetite is for change and how this could affect them, the path to change can be less painful. Leaders today often suffer from the inability to understand their people and what makes them tick. In management, success comes in fostering relationships and how effective a leader is at growing relationships internally will typically determine their fate.
3. Accountability and Ownership:
When an organization lacks execution within the sales process who does the blame fall on? The team, mid-level managers? The short answer- the leadership team or the sales leader. Accountability doesn’t have to be an iron fist, but the ability to coach our teams and our employees to not only improve their own results but that of the organization is very important.
Change is hard but developing fundamental principles that will guide both you and your team, will drive the change that you are looking for. Until next time…
Keep Growing.
Principle MP Solutions- For 25 years Rob has been driven by the passion he has to grow people and organizations. Rob has worked with hundreds of companies and is a sought-after speaker on sales, sales management, social media, strategy and goal setting. He brings his 18 years of Sandler Training experience to MP Solutions.
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