The Best Way to Lead a Sales Team? By Example

Managing a team of salespeople is not an easy task and requires hard work and dedication to do it effectively. It’s a job that requires not only fulfilling your own duties to the best of your ability, but also acting as a guide and a leader to inspire your team to do the same. No matter what kind of training or good advice you have to offer, the most effective way to lead your sales team is by example. When it comes to the expectations you set for your team, you need to be able to match and even exceed those expectations in your own work. If you fail to lead them by example, you risk losing respect and credibility. Give your team a clear representation of what you expect by modeling it on your own behavior. Here are some ideas to effectively lead your sales team by example:

Set High Expectations

Setting the bar high for yourself and your team shows that you are driven, committed to success, and are willing to put in the hard work to get there. By setting an expectation and adhering to it yourself, you demonstrate the standard of work that you expect. By showcasing the performance you require, you’ll show your team that it’s attainable.

Stay Involved and Up to Date

The best way to gain respect from your team and encourage their good work is to be involved in what’s going on. Don’t shy away from getting your hands dirty with the less pleasant tasks. One of the most frustrating things for employees is when their manager stays secluded in their office and remains unaware of what’s going on in the rest of the office. In addition to being directly involved, you should also prioritize staying informed and up to date. Try to keep up with the current events in the mortgage realm so that you continue to improve on your expert knowledge.

Listen to Your Team

One of the best ways you can model the respect you expect from your team is by being a good listener. In every interaction with your employees as well as with clients and partners, make sure you’re listening actively — listening intently and summarizing, not interrupting, asking questions for clarification, and responding thoughtfully. You should encourage an open forum with your team by planning group meetings as well as individual meetings. This allows employees to discuss any issues or challenges, and it shows that you genuinely respect them and care about what they have to say.

Stay Positive

Remaining positive in stressful situations not only improves the morale of the whole team, but it also inspires them to act similarly. Work at keeping a positive attitude, even in the face of frustrating situations and challenges. Letting negative emotions take over and broadcasting them to your team will only make matters worse and continue spreading that negativity. A positive disposition is contagious as well, so set a tone of optimism and positivity for your office.

Follow Up and Follow Through

After you’ve met with an employee and discussed something specific, make sure you follow up. Check in with them to show that you’re invested in their progress and success, and they’ll in turn be more invested in the company. Following through with promises is another key attribute of great management. Not only does this increase your team’s trust in you, but it also encourages your team to do the same when dealing with their own client relationships.

If you’d like to talk more about any of these ideas, or if there’s something else I can be of assistance with, don’t hesitate to reach out to me. I’m always happy to set aside time to connect.