Many of the sales leaders we work with say that closing the gap between revenue goals and actual sales numbers is an ever present challenge. It intensifies at the end of every quarter and resets at the beginning of each year.
As with every key sales initiative, your leadership qualities play a critical role in how your sales organization embraces change. And let’s be clear – we’re not talking about “ivory tower” leadership. We’re talking about your day-to-day leadership behaviors, communications and actions that set the precedent for your entire sales organization.
The leadership of your Command Of The Message® initiative is a great way to embody your role as sales leader and consistently guide your team through every successful step of sales transformation.
Here are some quick tips we've seen Best-In-Class, Command of the Message® sales leaders use to motivate their sales teams and accomplish their revenue goals.
The following information is an excerpt from "6 Sales Leadership Tips to Boost Command of the Message® Success”
Lead by Example
Actively engage in all aspects of the Command of the Message® implementation process.
- Check in with sales managers and sellers to understand what resonates with them in training.
- Ask which aspects come easily and which ones are challenging.
- Reinforce recent training techniques in sales meetings.
When your sales organization feels your passion and dedication to this process, they will be quick to adopt your lead.
Communicate Expectations
In leading your Command of the Message® sales initiative:
- Set clear objectives with commitments to action
- Make sure every seller knows their responsibilities
- Define the caliber of the results you are expecting of them
Remember, managing sales also means managing your team’s expectations.
Assess
As a leader, ask yourself, “Where are we most likely to lose steam during this process?”
- Understand the challenges - for your team and yourself
- Be proactive and up front with your team about the obstacles you face
- Encourage creativity with solutions
Great sales leadership can empower each salesperson to reach new levels of success.
The power of Command of the Message® combined with leadership best practices can produce unrivaled sales transformation results. For more leadership qualities that can help you leverage the success of your sales initiatives, read our new eBook, 6 Sales Leadership Tips to Boost Command of the Message® Success®.
