Sales Schmo to Sales Pro: The Cool Sales Leader
As a Sales Leader are you considered “cool” or “chill” (you pick the word) in the eyes of your team?
Do you every hear yourself saying “I know this reporting stuff stinks but we gotta do it.” Chalk that one up to Sales Schmo 101.
We can justify it by saying “I don’t’ want to be a micromanager. My people are professionals, and I expect them to act as such.” And the truth is, you can create this environment but guess what? It takes discipline, clarity and enthusiastic accountability. Once it is clear and you are being consistent, you will create the “cool”, “exciting”, “challenging” (you get the picture) environment everyone wants to be a part of at your company.
How do you start down the road to “cool?” You need to be Mr. or Ms. Consistency when it comes to:
Reputation
Your reputation will spread like wildfire one way or the other. What do you want it to be? “He is cool, really flexible – as long as you hit your numbers.” I guess if you want to be popular, go for it. Would it be better to be “She runs a tight ship but everyone on her team succeeds and I’ve heard she is a great mentor.”
Respect
Are you the Sales Leader who says, “I hired you to be a professional, I’m here to support you, let me know if you need help.” Sounds respectful enough but what is your rep hearing? It could be, “Sink or swim, I don’t really have time for you unless you are bringing in business.” Respect is built through consistency, engagement and fostering accountability for you and your team. “Yes, my boss frequently goes on calls with me. At first I got nervous but now I realize how much I learn each time we are together.”
Results
Does your team achieve? Do you have a consistent track record or the classic “Great one year, average the next” syndrome? By applying the same discipline you expect of your team’s activities to your leadership approach you will exceed your goals consistently, attract the best talent and have a dedicated team that is willing to win for you and your company.
So, how does your team see you? You know the answer without asking them.
Apply rigor to your activities, expect the same from your team, reward each other for accomplishment, make the tough decisions when necessary – make the decision to be a Sales Pro. Now that’s cool.
