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who is a good sales leader?

let`s talk about the perfect sales leader.
what do you think about it?
can you call yourself a good leader?

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    • 2
      Profile picture of Chris Strandin
      @chrisstrandin
      ( 490 POINTS )
      1 month, 2 weeks ago

      There are some great thoughts here, but it often depends so much on cultural fit. I’ve seen some really strong sales leaders who chose not to compromise their style and vision to fit a company’s culture, and it was the sales culture that needed to change. In other cases, the coach needed coaching.

      Here are some of the common topics I’ve coached on in the past, hope this helps:

      1. What to expect in the first 90 days
      2. Start thinking like a leader
      3. Inside vs. Direct vs. Channel sales
      4. Organization & resetting of priorities
      5. Connection with sales team & key people
      6. Being the face of the company
      7. Leading meetings effectively

      8. What not to do as a sales leader
      9. Knowing your customer and solution
      10. Planning: monthly, quarterly & annually
      11. Building a segmented go-to-market strategy
      12. Key management leading metrics
      13. Hiring, profiling, & onboarding new people
      14. Training & enablement for the sales team
      15. Managing & motivating the sales team
      16. Coaching & development of the sales team
      17. Compensation alignment
      18. Using technology to maximize leadership
      19. Effectively using CRM
      20. Funnel & forecast management
      21. Major account management
      22. Optimizing the sales process
      23. Territory management
      24. Role definitions
      25. Customer segmentation

      • 0
        Profile picture of Colin Campbell
        @colin-campbell
        ( 14.5k POINTS )
        1 month, 2 weeks ago

        Great point about cultural fit. The best answers to questions like this always include some measure of “it depends” 🙂

        Anybody you think does a particularly good job of being self-aware and adaptable with their style and culture? Looking for inspiration,

        • 1
          Profile picture of Chris Strandin
          @chrisstrandin
          ( 490 POINTS )
          1 month, 2 weeks ago

          While it can be difficult to single out great leaders, especially those who have written their philosophies down, it’s often an easier exercise to build a list of qualities you DON’T want to emulate, then reverse them into a list to work on. e.g. “I don’t want to be a micro-manager, so what is a better way to accomplish these goals? to communicate? to integrate into our culture?”

    • 1
      Profile picture of Mor Assouline
      @mistamor
      ( 995 POINTS )
      1 month, 2 weeks ago

      There are 2 types of “sales leaders”

      1. The ones that have the title of a manager, director, VP, CRO

      2. The ones that act like leaders

      • 0
        Profile picture of Tess Brown
        @tessbrown
        ( 1.9k POINTS )
        1 month, 2 weeks ago

        BOOM! simple as that 😉

    • 0
      Profile picture of Colin Campbell
      @colin-campbell
      ( 14.5k POINTS )
      1 month, 2 weeks ago

      @vika-floyd – awesome question and conversation starter.

      In my book, the best sales leaders:
      1) Drive change, not just drive adoption of previously existing processes
      2) Understand the business behind the quotas and targets (financial literacy)
      3) Make decisions based on data first
      4) Care genuinely about the professional and personal growth and health of their teams
      5) Takes a buyer-centric approach to crafting strategies and sales processes
      6) Works proactively and closely with their counterparts in marketing, success, account management, product, etc.

      What do you think? Anything else you’d add there?

      • 1
        Profile picture of Tess Brown
        @tessbrown
        ( 1.9k POINTS )
        1 month, 2 weeks ago

        Really nice answer, @colin-campbell! I’ve been thinking about this question for the past day or so and really trying to distill it down in my mind! I think I’ve gotten someplace with it and here are my thoughts:

        1) someone who truly listens – to their team, to their clients, to their managers, to the current zeitgeist
        2) analytical and process driven, but not married to any one idea. they’re happy to be strategic and shift course when needed.
        3) organized. plain and simple. no way to have success without having your ducks in a row!
        4) acts like a coach. someone who sees talent or sees potential in a deal and is willing to work with the other person each step of the way to get them to a mutually shared goal.

        Eager to hear everyone else’s thoughts!

    • 0
      Profile picture of Nick
      @nickharris
      ( 2.2k POINTS )
      2 weeks, 6 days ago

      Good Sales Leaders (Coach/Mentor) oversee sales teams and influence salespeople’s attitudes and motivations, and they empower and motivate salespeople to achieve success, develop professionally and exceed their goals.

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