Below I’ve broken out the 10 categories I emphasize when coaching my direct reports:
Win Hearts and Minds
We ask every sales leader to immediately and consistently meet with each of their team members to understand their core values, motivations, strengths, areas of development, and career aspirations.
Our leaders should aspire to be great listeners and seek to understand before trying to be understood. And they need to lead from the front by rolling up their sleeves and getting involved in the business. This includes regularly hitting the road with account executives.
Get Good at Forecasting
“Owning it” takes on a variety of definitions when it comes to our sales leaders. It starts with setting the bar high and building a team of proactive, solution-oriented, strategic, driven, motivated, and accountable people.
They are also expected to encourage collaboration that makes everyone better at what they do. Leaders need to execute today and plan for tomorrow, while also thriving and excelling with change. It’s wise for them to get comfortable with shades of gray.
Real time... All of the Time
If it’s not in Salesforce, it didn’t happen. This means sales leaders must make known that app and operational rigor is the expectation, not the exception.
Leaders should also manage a 60-day rolling pipeline and make sure marketing generated leads are followed up on in 24 hours. They need to understand pipeline gaps and have a plan around them.
Get Comfortable Having Uncomfortable Conversations
Sell Them... Don't Tell Them
What's the Challenge that We're Trying to Solve?
Get it Done and Do it Right
Recruit Top Talent
We hire sales leaders that people will fight to work with again in the future. At the same time, they need to be experts at recruiting. Candidates are qualified based on their competencies, not their resume. As long as they have a handful of key characteristics, they can be developed into the best salespeople in the world.
Celebrate the Journey
“We hire sales leaders that people will fight to work with again in the future.”