Recently I observed a panel discussion with three sales executives answering the question, “What are the characteristics of a good sales training program?”
For a guy like me, who earns a living training sales and customer service people, it was great listening to the front line executives, responsible for driving revenue, discuss training. They were “singing my song!” One of the themes of the discussion was “leading” not managing a sales organization.
Afterward I contacted one of them, Bill, and asked him, “What does the idea of being a ‘sales leader’ mean to you?”
He made some very cogent points:
1. Leadership is an issue, not just in selling, but in all corporate functions. For example, it is not difficult to find someone to “manage” the sales function. They are really good at driving activity and focusing on the mechanics of the administrative process. They understand and enforce the use of the company CRM (Customer Relationship Management) system, and can focus on territory management and who is submitting reports on time.
2. It is more difficult to find a leader, who understands the vision of the organization and what it takes to realize that vision. Characteristics of that “sales leader” look like this, according to Bill:
• Competitive! Wants to WIN.
• Understands how to position the company’s product(s) in the account.
• Less concerned about the format of the proposal; more concerned about sales results.
• Thinks strategically, acts tactically.
• Creatively sees opportunity that a “sales manager” may not see.
• Is able to influence his corporation and the corporate direction based on the vision.
• Can work with C-level executives in Fortune 100 companies, or in small organizations.
• Prepares people in the organization for tomorrow.
In a future blog we will explore this idea of “sales leader” some more.
Sell More — Serve Better
J. Mark Walker
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Comments (1)
Where can I find out more about your teleseminars or webinars on this subject?
Posted by Anonymous on August 2, 2007 1:02 AM