Times have changed, and it’s time for sales leaders to take action. Making basic changes to the way you manage and motivate your team can lead to big results. Sticking with the status quo means getting left behind. To help you get started, I’m sharing 6 crucial tips for every sales leader.

1. Leading Breakthrough
Sales Performance
How the world’s best brands are turning customer
transformation into an opportunity for growth.
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2. Being a sales leader is a lot different
than it was 20 years ago. Or even
5 years ago.
First things first:
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3. Customers are more informed. The sales
cycle looks completely different.
What’s changed?
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4. Peter Ostrow
The Aberdeen Group
“Because of online research, the pendulum
of power has swung very much over toward
the buyer. The majority of the decision cycle
happens before the sales rep ever speaks
with the prospective buyer.”
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5. Leading a sales team isn’t a
hands-off, corner-office job
anymore.
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6. ?
How can you make sure your
sales team is ready to meet
customers where they are
today?
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7. Recruit students of
the industry.
1.
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8. ?
Today’s most successful sales reps have a
very different DNA than they did a decade
ago. Look for salespeople who are curious,
interested in the industry, and committed to
managing their own learning and
self-development.
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9. Teach sales reps to be
trusted consultants.
2.
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10. ?
Teach your team how to
thoroughly prepare for every
sales call and ask customers
insightful questions.
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11. ?
Then, audit every call.
Give reps direct, honest
feedback. Manage
underperformance.
Raise the bar.
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12. Questions you should ask after a sales call:
What are your customer’s key value drivers?
What commitment did you earn today?
Are you advancing the relationship or just presenting
information?
How did I add value?
How will I be remembered by the people I worked with
today?
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13. Effectively motivate
your team.
3.
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14. ?
Salespeople are motivated by
more than just money.
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15. Engaged employees are driven by:
A feeling they can grow and develop at work.
Confidence in the future of the organization.
A sense of personal accomplishment at work.
Being connected to the organization’s values.
(Source: Modern Survey study, fall 2013)
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16. ?
Create team goals and
celebrate big wins. People
are motivated by working
together and achieving goals
as a team.
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17. Learn how to manage
the new workforce.
4.
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18. ?
Millennial.
mil•en•ee•uhl
noun
1. Anyone who was born between the early 1980s and the early 2000s.
2. Your new workforce.
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19. Millennials approach work differently than
Gen Xers or baby boomers.
They want regular feedback, coaching and career
development.
They like using new tools and technology.
They value flexibility and open-mindedness.
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20. But that doesn’t mean they’re lazy.
Once millennials get into the workforce, they
generally want to have an impact immediately.
“They have career aspirations, they know they’re
going to work hard, and they already have their
sleeves rolled up.”
- Aaron Williams, sales director, HP
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21. ?
Smart companies are shifting
to be more compatible with
youngerworkers’expectations.
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22. Get smart about
technology.
5.
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23. ?
New tools make it easier than
ever to gather data about your
team’s performance. Use that
data to make smarter leadership
and coaching decisions.
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24. Embrace social
selling.
6.
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25. ?
72% of B2B buyers said they
used social media to research
the solution they purchased.
(Source: Demand Gen Report research, 2014)
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26. ?
Social media is the ultimate
leveling of the playing field.
Every tweet, blog post and
video is a potential sales asset.
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27. ?
Social selling isn’t about the
latest tools or technology. It’s
about meeting your customers
where they are. Social media
helps power referrals!
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28. ?
5 things you need to do
right now if you’re a sales
leader.
Watch the video:
WATCH NOW
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29. Get the full story, including examples from sales
leaders at the Dallas Cowboys, Grainger,
Hewlett-Packard Co., MassMutual and Medline.
DOWNLOAD THE EBOOK & SHARE IT WITH YOUR TEAM
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