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Don’t be a Sales Manager be a Sales leader.


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Don’t be a Sales Manager be a Sales leader.

  1. 1. Why Focus on Leadership? <ul><li>It’s no longer just about ME …. </li></ul><ul><ul><ul><ul><ul><li>Sales managers…. </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Are accountable for the success of the individuals on their team </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Must now get things done through others </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Actions / behaviors have far reaching consequences </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Sales management is a privilege and a huge responsibility understanding them is key to critical mass </li></ul></ul></ul></ul></ul>
  2. 2. Why Focus on Leadership? <ul><li>Ability to get myself and a group of people from where we are to where we need to be – and do this on a consistent basis </li></ul><ul><ul><ul><ul><ul><li>Where is the team today? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Where do we need to be by when? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>How do we get there? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Self reflection leadership style </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Think back to when you took over the team </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Is the team in a better or worse place now? </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Where does the team need to be three months from now? </li></ul></ul></ul></ul>
  3. 3. What Others Expect From Sales Leaders <ul><ul><ul><ul><ul><li>Get the team to a better place – consistently </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Do so in a process driven, sustainable way </li></ul></ul></ul></ul></ul>
  4. 4. The Wrong Way to Lead <ul><ul><li>“ Micromanaged. Would not teach us what we needed to know to succeed. Preferred to do our work for us.” </li></ul></ul><ul><ul><li>“ Took credit for all of our successes; took no ownership of our failures.” </li></ul></ul><ul><ul><li>“ Never stated what was expected.” </li></ul></ul><ul><ul><li>“ Avoided tough decisions and conflict at all costs.” </li></ul></ul><ul><ul><li>“ Would constantly point out how screwed-up our company was, </li></ul></ul><ul><ul><li>causing some of us to question why we should work here.” </li></ul></ul><ul><ul><li>“ Told us what the rules were but didn’t follow the rules himself.” </li></ul></ul>
  5. 5. The Right Way <ul><ul><ul><ul><ul><li>Communicate clear expectations </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Create an effective learning environment </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Remove barriers and distractions </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Model the way </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Be an effective listener </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Develop and implement laser focused sales processes </li></ul></ul></ul></ul></ul>What do leaders do?
  6. 6. Communicate Clear Expectations <ul><ul><ul><ul><ul><li>Key focus points </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Goal sheet (team and each individual) </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>How to get there (skills, focus required, etc.) </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Values and behavior </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>What’s the payoff if the goal is achieved </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>How we are doing (team and each individual) </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Best Practices </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Over communicate </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Be consistent </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Drive good behavior </li></ul></ul></ul></ul></ul>
  7. 7. Create a Learning Environment <ul><ul><ul><ul><ul><li>What to focus on </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Identify what a manager needs to master in order to succeed in the role </li></ul></ul></ul><ul><ul><ul><ul><li>Show where the bar is, how to exceed it” </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Create a development plan for each manager </li></ul></ul></ul></ul><ul><ul><ul><li>Schedule one-on-one time each week </li></ul></ul></ul><ul><ul><ul><li>Express confidence and trust in my direct reports abilities </li></ul></ul></ul><ul><ul><ul><ul><li>Encourage risk taking / self sufficiency / ownership </li></ul></ul></ul></ul>
  8. 8. Closing the Learning Curve <ul><ul><ul><ul><ul><li>Best Practices </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Develop a Resource Matrix for each manager- team </li></ul></ul></ul><ul><ul><ul><li>keep a positive frame of mind </li></ul></ul></ul><ul><ul><ul><li>implement a scorecard system for each manager </li></ul></ul></ul><ul><ul><ul><li>Make learning our top priority </li></ul></ul></ul>
  9. 9. Remove Barriers and Distractions <ul><ul><ul><ul><ul><li>What to focus on </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Identify what is preventing the team from being more successful / productive </li></ul></ul></ul><ul><ul><ul><li>Take initiatives to overcome obstacles and remove distractions </li></ul></ul></ul><ul><ul><ul><li>Step up to conflict / reality </li></ul></ul></ul><ul><ul><ul><ul><ul><li>Best Practices </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Act quickly and decisively </li></ul></ul></ul>
  10. 10. Model the Way <ul><ul><ul><ul><ul><li>What to focus on </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Be clear about my philosophy on leadership </li></ul></ul></ul><ul><ul><ul><li>Follow through on commitments and promises </li></ul></ul></ul><ul><ul><ul><li>Set the example of what is expected </li></ul></ul></ul><ul><ul><ul><ul><li>Competence, attitude, values, work ethic,compliance </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Best Practices </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Display humility </li></ul></ul></ul><ul><ul><ul><li>Promote the team, not myself </li></ul></ul></ul><ul><ul><ul><li>Be open to manager suggestions / criticism </li></ul></ul></ul>
  11. 11. What is the Impact? <ul><ul><li>Communicate clear expectations Team must understand united vision </li></ul></ul><ul><ul><li>Create a learning environment Improve ability to exceed team goals </li></ul></ul><ul><ul><li>Remove barriers & distractions More time spent on productive sales activities </li></ul></ul><ul><ul><li>Model the way Builds respect, sets the tone for the team. Develop and follow strategic goals </li></ul></ul>
  12. 12. Have a reflective management style <ul><li>Time for self reflection </li></ul><ul><ul><ul><ul><ul><li>When was the last time that I set expectations with the region? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>How can I create a more effective learning environment? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>What barriers / distractions do I need to remove? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>How can I do a better job of “modeling the way ”? </li></ul></ul></ul></ul></ul>
  13. 13. Summary <ul><li>How can my leadership fundamentals impact manager results? </li></ul><ul><ul><ul><ul><ul><li>Attitude, values, energy, and behavior directly impacts the performance of sales team s </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Being aware of practical leadership fundamentals will help become a better sales leader </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Mastering the four leadership fundamentals will positively impact my ability to: </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Attract and keep top performers </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Make sales projections and quota attainment </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Enhance subordinate careers </li></ul></ul></ul></ul>