Managing a sales team is a complex and challenging job. It’s also a very different job within companies of varying revenue sizes. In some cases, you’ll need to be a front-line seller, in others, you’ll need to be a sales strategy master. Yet in all sales leadership positions, you’ll have to have command of more than just sales skills, you’ll need to be able to lead others.
Challenging Your Basic Assumptions May Help You Generate Better Solutions
Let’s take a look at a sequence of numbers and determine the rational reason for the sequence. These numbers are not my birthday, driver’s license number, address, or the key to my gym locker. There is a rational, logical reason for the order of these numbers. What is the rational reason for the order? Take a few minutes and see if you can figure it out.
8 5 4 9 1 7 6 3 2 0
Do you have an answer yet? If you haven’t figured it out, don’t be too miffed. One in twenty people come up with the correct reason according to Dr. Alan Weiss, a business consultant who has written about The Rational Sequence in a book called Process Visuals. Read More
Providing a Framework of Success
With turnover costing more than you’d ever want to calculate, it’s no secret that keeping top salespeople happy is good for business. Consider the following strategies when leading your sales team.
Strategy #1: Top salespeople need a good push. Achievers love new challenges. They want to stay with an organization, but in order to do this; they need to be stretched in some way. This could come from a new role, exploring new terrain or being challenged by additional responsibilities. They need to be pushed to reach just beyond their current capabilities. If you can help them become better, give them fresh problems to solve, more responsibility, or additional roads to explore; your chances of extending their tenure with your firm will increase. They will remain with an organization where they can stay engaged and immersed in activities just beyond their current capabilities. (For more insight, check out The Talent Code, Greatness isn’t Born It’s Grown by Daniel Coyle.) Read More