Conventional thought maintains that, in order to improve performance, one must invest in frontline sellers, not in the Sales Leaders. However, without investing in the managers and coaches who guide their troops into battle, there will be now effective sales strategy execution.
Sales Leaders are the biggest lever for a company’s sales success. The importance of their role increases even more with the challenges that globalization and digitalization are bringing. And this role is changing: There is more leadership and less sales. There is more guidance and less interference. Coaching and influencing skills are becoming more important than sales skills and subject-matter expertise. Furthermore in this rapidly changing technological and business environment companies cannot manage anymore by just looking at results like revenue and pipeline alone; leading indicators, which show what salespeople are doing to achieve the desired results, need to be applied if a company doesn’t want to miss out on what customers really want.
Sales Leaders need to acquire the necessary methods, techniques, tools and mindset for their changed role. They need to understand what it takes to develop their teams to achieve top results in a rapidly changing environment. Finally, they need to drive behaviors and routines that enable the necessary mind change throughout the whole organization. All this needs to be practiced if the change is to be sustainable. The key to this level of development is to provide Sales Leaders with unique learning processes, proven sales tools, and experiential exercises. At the same time enable them to remove roadblocks, define metrics and streamline their sales methodology.
Are you wondering:
What leadership challenges are facing sales leaders in your company considering digitalization, globalization and servitization?
What skills and mindsets are necessary to deal with them?
How your sales leaders can practice the necessary methods, techniques and tools for their changed role in a risk-free, worry-free lab environment?
How the necessary change of mind can be made sustainable?