What do you do if your boss in Technical Sales lacks clear direction or guidance?

1 Seek Clarity

When your boss in technical sales seems to be lacking direction, the first step is to actively seek clarity. This means asking specific questions about your targets, the expectations for your role, and the overall strategy of the team. It's important to approach these conversations with a constructive mindset, aiming to understand the bigger picture and how you can contribute effectively. This proactive engagement can help you carve out a clear path for yourself and may even encourage your boss to provide the guidance you need.

2 Use Expertise

As a technical sales professional, your expertise is a valuable asset, especially when facing a lack of direction from above. You can use your knowledge and experience to fill in the gaps, making informed decisions about how to approach your sales targets and client interactions. This self-reliance not only showcases your competence but also positions you as a resourceful team member who can lead by example and potentially influence your boss's approach.

3 Build Relationships

Building strong relationships with clients and colleagues is essential in technical sales. These relationships can become even more important when you're lacking clear guidance from your boss. By fostering trust and communication with your network, you can gain insights and support that help you navigate the uncertainty. Moreover, these relationships might provide alternative channels of feedback and direction that can compensate for what's missing from your boss.

4 Communicate Proactively

Effective communication is key in any sales role, but it becomes critical when dealing with ambiguity from leadership. Make it a habit to communicate proactively with your boss, providing updates on your activities and seeking feedback regularly. This open dialogue can help bridge the gap in direction and may prompt your boss to provide more specific guidance. Additionally, by documenting your communications, you create a record of your proactive efforts and performance.

5 Adapt Strategies

In the absence of clear direction, flexibility and adaptability are your allies. Be prepared to adjust your sales strategies as needed, drawing on industry trends, customer feedback, and your own successes and failures. This ability to pivot and innovate can lead to better outcomes and demonstrate your value as a proactive and adaptable team member. It also sets a precedent for others who might be struggling with the same issue.

6 Take Initiative

Lastly, taking initiative can be a powerful way to overcome the challenges of unclear leadership in technical sales. Identify opportunities for improvement within your team or processes and propose solutions. By stepping up and taking on responsibilities that align with your strengths, you can create new paths for success and potentially inspire your boss to clarify their expectations and goals for the team.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?