It doesn’t matter if you’re leading a team of one or one hundred, becoming a better sales leader can always lead to positive change within your organization. And on today’s episode of The Sales Evangelist, Donald is joined by Tim Kintz to discuss four areas to promote strengths and identify weaknesses as a sales leader: lead, manage, train, and coach.
- Managers are often the least trained employees. And especially for those internally promoted, they might not know how to navigate that change with respect to their fellow employees.
- As a sales leader, you need to help your employees develop long-term goals. Once those goals are in place, you can work together to set specific and actionable milestones to reach them.
- You lead people; you manage things. Are you organized as a sales leader? Do you schedule out your day to accomplish what you need?
- Not only do you need to manage your time and activities, but you need to manage the statistics and tendencies of your people.
- Consider managing the detail-focused aspect of leading; it’s a numbers-driven component that can ensure you and your people reach your goals.
- Success is all about having a straightforward, repeatable process. Do your employees know what they need to do to be successful 100% of the time?
- This process doesn’t mean they’ll achieve perfection every time, but they’ll at least know what steps can get them to that goal.
- Training isn’t just telling, it’s selling. Show them how the training you want them to do positively affects their performance.
- Tim encourages his employees to take ownership of their training. If they have a hand in developing the decision or route of action, they’ll be more likely to stick with it.
- Mental ownership comes before physical or financial ownership.
- Just because you know something doesn’t mean you can do it; practice and repetition are the mothers of learning.
- Amateurs practice until they get it right, but pros practice until they can’t get it wrong.
- Coaching isn’t just about providing knowledge to your people; it’s about taking time to practice with your people to help them get better.
Tim’s final takeaway? You have to earn the right to be a leader. Think of your people as emotional banks. Make consistent deposits through recognition and approval so you can make withdrawals without overdrawing that account.
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