5 Important Secrets of Successful Sales Leaders
Not everyone is cut out to work in the world of sales management, and even fewer have the capacity to lead a successful sales team.
If you’re considering a promotion to team leader, or if you’re a business owner or leader considering promoting a team member into this vital role, consider what it takes to lead a team to each monthly goal.
A position like this might require more than just passion and enthusiasm – great sales leaders often have a few tricks up their sleeves:
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5 Secrets of Successful Sales Leaders
1. Set Up Goals
A lot of sales leaders focus on metrics that indicate the results achieved during a certain period. However, one of the best ways to get the results you desire is by setting up clear, definable goals prior to making any sales.
These goals can become more achievable or realistic if broken down into multiple steps, where progress is tracked in between each step. If successful, these steps can be a good way to keep up motivation and enthusiasm within the team, preventing any type of plateau later on. If unsuccessful, this can be used to review past procedures and make any necessary changes.
2. Focus on People
Too many sales leaders focus on the numbers only, making this topic the priority of each conversation in the workplace. Successful leaders will say that numbers, while important, are out of the control of any sales leader.
The team members must be trusted to take on the responsibilities of monitoring and focusing on revenue on their own. Instead, a leader must focus on coaching his team to work more efficiently, manage more clients and activities, and ultimately reach goals.
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3. Sell Your Team
As a team leader or manager, your focus will no longer be on just the product or service that your team is selling. Instead, your main focus should be on your team, with your clients being both your team itself and upper-management. Developing a strong team is key to getting through the hardships of sales.
A strong team can be developed through a supportive leader that lifts the team up with consistent training and support. In turn, a strong team can be very valuable to any company, leading to new opportunities and roles.
4. Accept Failure
Anyone who works in sales will have some type of experience with failure, or at least the word “no.” A good sales leader is not one who avoids failure at all costs, as this is not sustainable in the long run. Instead, failure should be fully embraced in the workplace.
Instead of giving up or taking yourself out of the running when a goal is not met, use that time to reflect and make changes to do better next time. Your sales team will also learn how to accept failure head-on, allowing them to continue and achieve even higher levels of success.
5. Be a Teacher
An effective leader isn’t one who simply tells what to do, but instead, teaches by example. Work alongside your team members, stepping in when necessary and giving practical feedback after. You want your advice to be specific and focused, meaning each team member needs to be assessed separately and not within the group.
A good time to offer advice is before any type of client meeting. You can then watch how team members act upon the advice given and provide appropriate feedback afterward.
The sales team directly influences the success of a company, no matter what type of product or service is being offered. When it comes to a successful team, it all comes down to the sales leader. Do you have what it takes to be a great sales leader?
What tips and tools do you use to successfully lead your sales team? I’d like to hear about them in the comments below.