Sales leadership ft Kurt Ghijsbrecht
10 MIN READ
Sales Leadership...by far the coolest role ever!
But what does it take to be a good sales leader? What does it look like and how do good sales leaders act?
I had the opportunity to discuss that topic with Michael Humblet during his #famous Sales Acceleration Show!
to align your
The importance of sales leadership cannot be understated. A good sales leader is someone who focuses on the growth of their team members. They understand that building trust, responsibility, and authority are essential aspects of effective leadership. Dictator-style leadership may yield short-term results but is ultimately detrimental as it fosters resentment within the team.
A successful leader prioritizes results while recognizing the human element of leading people. They navigate both success and failure, understanding that sales leadership encompasses teamwork, commission structures, and sales strategies. However, it is worth noting that the collaboration between marketing and sales teams is not always optimal in some companies.
Sales and marketing professionals typically have different pay structures, with sales reps earning bonuses or commissions based on targets while marketing professionals receive fixed amounts. Despite these differences, it is crucial for both teams to work together towards a common goal. The sales leader bears the responsibility for cross-selling and upselling. It is advisable for companies to provide appropriate tooling for sales professionals to prevent them from having to purchase their own tools.
Innovation and experimentation can greatly benefit sales teams. While established processes are important for corporate companies, trying new sales approaches and strategies is essential to adapt to the evolving buyer. Implementing modern layered sales approaches with a team can help reach a larger market. It is crucial for sales leaders to provide coaching but not rely solely on their own knowledge and assumptions.
Metrics are vital in measuring sales reps’ performance and progress. They aid in focusing on results and tracking pipeline movements. Both lagging and leading indicators should be measured. Lagging indicators encompass metrics such as monthly revenue, while leading indicators measure the approach towards achieving the desired results. Qualitative metrics like coaching presence can also be considered.
Different sales models have shown that they can significantly increase speed and efficiency. Traditional account manager setups are considered less effective compared to inside sales models, which exhibit better results in terms of speed and effectiveness.
There is no one-size-fits-all organizational model for combining marketing and sales roles. It is important to understand how the buyer is purchasing, have a sales process in place, and provide feedback when the process is not working. It is advised to avoid excessive quizzes and filling in the CRM, as this can be counterproductive.
When discussing sales processes and tools, it is crucial to consider the buyer’s journey and approach each step step by step. Avoid presenting lengthy corporate presentations at the beginning and limit their use to the consideration phase.
In conclusion, effective sales leadership requires building trust, responsibility, and authority while also emphasizing results and the human aspect of leading people. Collaboration between sales and marketing teams, appropriate tooling for sales professionals, experimentation, and the use of metrics are all key elements in achieving success in sales. Moreover, understanding different sales models, finding the right organizational model, and focusing on the buyer’s journey contribute to the overall efficacy of sales processes and tools.