Pilot in Command (PIC) Responsibility

Just as the Pilot in Command is ultimately responsible for the safety and operation of the flight, in leadership, accountability means being the final authority on decisions and actions within your team or organization. Both carry the weight of responsibility on leaders to ensure the well-being and success of their teams.

Just like a pilot's comprehensive responsibility for a flight's safety and operation, company leaders should also have the traits of decisiveness, adaptability, mentorship, and leading by example to navigate challenges and inspire high team performance.

Let’s dive in deeper…

5 Critical Commitments of Sales Leaders

With a potentially challenging Q2 unfolding, we at Sandler in Morristown have pledged to help sales leaders with 5 critical commitments.

Why it’s important:?

1. Accept that the communication strategies that you model are the communication strategies you will instill.?
2. Move beyond the blame game.
3. Identify the purpose, time allotted, agenda and desired outcome of each important conversation you schedule with a member of your team.
4. Teach it after you do it.
5. Own the contract, own the culture.

Three Critical Best Practices of Effective SMB Sales Leaders from Sandler Research

In early summer 2023, the Sandler Research Center fielded a survey to measure current responses to several questions of interest to sales leaders.

The intent was to provide an annual review of trends in sales leadership, and to provide a snapshot of several critical benchmarks relevant to the sales space. The survey, the?2023 Sandler Sales Benchmark Report, was completed by more than 300 respondents, predominantly managers of organizations with an annual income of $10 million dollars or lower whose organizations were based in North America.?

Three key takeaways our data showed point toward?critical best practices?implemented by?leaders of small and medium-sized businesses?(SMBs).

Continue reading the 3 Key Takeaways and relevant survey results >>

Flight Plan for Success

In aviation, a flight plan outlines the intended route and other critical information for a flight. Similarly, setting clear goals and expectations is like creating a flight plan for a team or project. It requires accountability to ensure that every action taken is aligned with reaching the destination successfully.

We believe your leadership is the path to greater success for you and your company.?

Donna Miller and I are facilitating an interactive Leadership Masterclass series, in partnership with NJBIA (New Jersey Business & Industry Association) that will delve into:?

1. Distinct leadership pressure points
2. The evolution of the leadership skillset
3. The best ways to react and respond in different situations,?
4. Identifying leadership blind spots to ensure that managers feel empowered to lead.?

This focus of the Masterclass will help ensure leaders have the space to create a climate in which employees contribute, and feel trusted, creative, and motivated.? If you want a seat, let us know here: https://njbia.org/events/leadership24/? We get started on May 20!

Let us know what you are working on.? We can’t help you if we don’t know.?

Take a moment to drop a note in the comments and share this with your network.

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