7 Fatal Flaws of Sales Leadership

I've seen the good, the bad, and the ugly in Sales Leadership while working in Sales for over 10 companies over the past 30 years.

I've learned what works in Leading Salespeople and what doesn't work. Learn to lead your Salespeople, and you will take your business to the next level while helping them reach their potential.

Think Sales Leadership and not Sales Management because Sales Leadership is what is missing from most businesses.

The Seven Fatal Flaws of Sales Leadership

1. Unclear or No Vision

???- "People perish for the lack of vision."

???- The importance of casting a vision for salespeople helps them understand how your product/service changes your customers' lives. Do this, and your salespeople will believe in what they are selling, and their Sales will Soar!

???- Belief in the product or service is foundational for salespeople succeeding in sales for your business.

2. Not Setting Clear Expectations

???- Remove the guesswork for your salespeople, let them know exactly where they stand, and provide clarity on your expectations for them.

???- Provide a Proven Sales Process for them to follow and provide guidance.

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The 7 Fatal Flaws of Sales Leadership Live Event

Taking place on LinkedIn via Audio Event - 12-21-23 at 11:30 AM CST

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Back to the 7 Flaws

3. Consistent Accountability

???- Accountability is essential for growth, and it helps you and your salespeople understand where they need to improve.

4. Cultivating a Safe Sales Culture That's Safe To Fail

???- Encourage your salespeople to step out of their comfort zones and try new things within a proven process. Allow them the freedom to think out of the box, and you'll find they'll come up with good and great ideas to improve.

???- Celebrate your salespeople trying new things.

???- Promote open dialogue and a safe failure environment. When salespeople realize it's safe to fail, they accomplish more than you can imagine.

5. Lack of a Proven Sales Process

???- Salespeople need a Proven Sales Process to cover all steps and know when to go back and make corrections.

???- Identifying missed steps because you have a proven sales process will save you and your salespeople much time.

6. Lack of a Proven Selling System

???- Distinguish between the sales process and the selling system. A sales process is what your salespeople do, and a selling system is how your salespeople sell.

Sales Process vs Selling System:

Sales Process: This is what your Salespeople do within the Sales Process. --- --Prospecting + Qualifying + Discovery + Uncover Roadblocks Presenting + Closing = Sale

Selling System: How your salespeople handle the Sales Process.

-The development of Soft skills as well as developing skills to know what questions to ask, how to ask the questions, how to listen to understand, and honing their overall Sales Skills.

7. Focused Training and Role-Playing

???- Instead of having a Generic Selling System. Provide a customized Selling System that fits with your business, industry, and Salespeople

???- Provide customized on-the-spot training when you discover flaws in their skills or processes. This focused training will give them exactly what they want when they need it when they are the most coachable, and will most likely retain the information.

Bonus Flaw: Meaningless Meetings

Stop meeting just to meet! Here's a structure for a successful meeting with your salespeople

- Structuring effective meetings:

???1. Celebrate wins.

???2. Accountability (Truth)

???3. Identify the Specific needs and provide immediate-need-based training.

???4. One takeaway from the meeting to be applied between now and the next meeting

5. Goals to be accomplished between this meeting and the next.

I use this meeting structure for my clients who utilize my Fractional Chief Revenue Officer Services. It's succinct and impactful, and the Salespeople look forward to our meetings.

The 7 Fatal Flaws of Sales Leadership Live Event

Taking place on LinkedIn via Audio Event - 12-21-23 at 11:30 AM CST

Click here to Register and Join the Event