SALES LEADERSHIP APPLICATION

As the leader of a sales team, your success is largely dependant on the success of your people. Therefore, one of your primary jobs is to help your people create compelling visions and plans for their own sales careers—to set them up for success. This will increase both their personal productivity and your corporate productivity. It’s important, however, that you don’t try to cast a vision or create plans for your people, but rather offer them helpful suggestions, guidance, and support when appropriate. And keep in mind that for some salespeople this will be a very difficult task and may take some time to complete. If it makes sense, offer to meet with your people after hours when the demands of the day aren’t so heavy on them. This usually allows both of you to speak more candidly and openly, and will also help build a stronger sense of camaraderie among the team.