Gutterglove’s Post

great role and opportunity

Much like people, businesses have their own cycle of life – they are born, they grow up and then eventually retire and die. But unlike people, organizations have the potential to live forever (few live past a hundred years) if they have the right leadership at each stage of their development. See the link to this very insightful post on hiring Sales leaders in the comment section 👇

One of the most painful leadership lessons I have learned is this: When I was promoted to a sales manager, one of my visions was to have my sales team sell like I did. You see, I was a successful sales rep, so it made a lot of sense to replicate this. Or so I thought. I eventually realized that everyone sells differently. Sales leadership is about appreciating these differences, enhancing their strengths, and removing barriers that restrict them. Then someone enlightened me about sales administration to maximize the tools to see things quicker than anyone else and predict the future accurately. This is where I discovered the power of analysis through numbers. We need to know how to manage performance by having a deep understanding of relevant leading indicators. This promotes transparency, deeper conversation and accountability across the whole sales department. Through these life-changing lessons, I realized that to be a complete sales manager, we need to excel in both our sales leadership and sales administration skills. Both are equally important. Dad’s fried Keoy-Teow is life changing in itself.

Something sales leaders can get wrong when taking a new position that offers a career jump is underestimating the significance of company culture fit. I see this often when talking to sales leaders that are actively seeking a new role when they got their last move wrong. It's easy to get swept away by the promise of a higher position or increased responsibilities, but overlooking the alignment between your leadership style, values, and the company's culture can be detrimental. As a sales leader, you've got a much greater chance of success if you are able to thrive in an environment that supports your strategies and values your leadership approach. Ensure that the company's culture complements your sales philosophy, allowing you to build or transform a team that excels in a culture where your strengths are appreciated. Don't just take a leap for the title - aim for an environment where your leadership can truly flourish.

Mastering Executive Sales Leadership: Navigating Success Through Effective Sales Force Management Managing a sales force at the executive level requires a blend of strategic vision, leadership finesse, and a deep understanding of the ever-evolving sales landscape. Here's a guide on how to effectively lead and optimize your sales team to achieve unprecedented success: **1. Define a Clear Vision and Strategy: Vision: Craft a compelling vision that aligns with the organization's goals. This vision serves as a guiding light, inspiring your sales force and creating a shared sense of purpose. Strategy: Develop a robust sales strategy that aligns with broader business objectives. Ensure it is adaptable to market changes and addresses the unique needs of your industry. **2. Empower Through Leadership: Lead by Example: Demonstrate the work ethic, enthusiasm, and dedication you expect from your sales team. Leading by example fosters a culture of accountability and excellence. Empowerment: Empower your team by giving them the autonomy to make decisions within their roles. Encourage innovation and provide a platform for their voices to be heard.

There may be no ''I'' in TEAM, but there is in LEADING. There is a common speech pattern I have seen in the best sales leaders. When their teams hit quota, it sounds something like: ''We were able to get there because of...'' OR ''Because of the effort of (Rep, Rep, Rep) we were able to get the team to goal.'' OR ''Led by the hard work of (Rep, Rep, Rep) the team accomplished... When the team misses quota, the top tier leaders change the leading pronoun. Especially when meeting with their senior leadership. "I was not able to get my number in.'' ''I failed to get enough of my reps to quota.'' ''I did not deliver...'' Reminded of this concept after chilling with my old friend Jamie Sampson last week. One of the best sales leaders out there...and he's hiring in Austin, TX.  #salesleadership #triplesession

Most new managers have good intentions, but they end up fumbling most rep 1:1s Here is why (and what they can do to fix it) 👇🏻 ————- When reps get promoted to sales managers, they get into rooms and want to show everything they know 🧠 So, they end up talking for 29 out of 30 minutes and it’s usually a mess. But being a strong leader isn’t about knowing everything- It’s about knowing when to talk and when to shut the hell up ————- Strong leaders are able to facilitate conversation through open ended questions that lead to direct questions They are able to open the floor for the rep to feel safe. Heard. Understood. Then they guide with more questions to get the rep to figure out the answers for themselves. ————— So if you do only one thing today, make it this - Listen more. Talk less.

A discussion about a unique perspective in the sales industry: how the qualities that make you successful in one role may be the same ones that lead to your downfall in the next. A must-watch for anyone on the path to leadership in sales, or anyone eager to understand the complexities of transitioning roles within the sector.

At the end of the day, the C-suite needs to play the guide for their people. Despite top-line motivations, executives need an employee-centric message to show their people they care about them. Just like you can't sell a product without customer-centric language, you can't keep your best people without an employee-centric internal message.

As a sales leader, making the decision to fire someone on your team can be tough. Do you have a system in place, or are you more like Norm from CHEERS? Bill Young from Peak Experience through Pivotal Advisors, LLC provided me with valuable resources and a collegial process to discuss this important topic. Highly recommend this team for you and your company! Thank you Bill and Gary Braun for this opportunity! Share your own tips and tricks in the comments. #salesleadership #teammanagement #professionaldevelopment