The Fearless Sales Leader

Steven Rosen - Star Results Blog

Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.

Sales leaders that have their sales force operating at peak performance have the greatest chance of achieving their objectives. A high-performance sales force is one that flawlessly executes the plan and develops its salespeople to be their best.

 

Facilitating peak performance

Peak performance is a sales team that can efficiently manage the execution of sales plans while effectively developing and encouraging their salespeople to operate at peak levels.

Sales leaders believe it is their job to develop their sales managers. While this assessment seems reasonable on paper, the real problem remains that sales executives are just too busy dealing with other issues. As a result, their development and their sales managers suffer, often dropping to the bottom of the priority list.

Many sales leaders fear that engaging in external support is a sign of weakness. So how do we overcome this biased assertion? The solution is simple yet complicated: Leveraging external support or networking with other sales executives to help develop new strategies and tactics opens a whole kettle of trouble.

Fearless sales leader

 

Marketing Executive Gets It

In comparison, when faced with the same challenges, marketers will bring in an outside advertising agency. They will utilize the agency’s expertise to develop creative materials and programs, write impactful copy and develop strong product positioning.

They will insist that their marketers join marketing associations to network and gain insights.

You’ll ask, isn’t this the responsibility of the marketing executive? Why do marketing executives allow their product managers to work with outside marketing experts?

The marketing executive is judged by the outcome of the various marketing programs and campaigns their team delivers. If their product management team delivers a great program and campaign, they have done their job and are deemed successful. The marketing executive understands that they are accountable for achieving objectives and accept that they are not experts in every aspect of the process.  There is no fear, no stigma to utilizing marketing experts or belonging industry associations as long as they help them achieve their desired success.

 

Fearless Sales Leader

Fearless sales leader understands that they need to ensure that their team is highly engaged, performing at a high level and developing innovative solutions in times of change.

Like their marketing counterpart, sales leaders need to learn that it is not a weakness to use external help find innovative solutions to lead in times of change but rather a strength. Sales leaders can achieve success by sourcing the expertise to help them accomplish their goals of performing at peak performance and delivering on the sales plan.

To all those sales leaders who are struggling to lead and find innovative solutions to deal with the dramatic changes in the sales landscape…. you have two choices, do the same old or look for external support and reap the rewards of your successful hindsight.

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Steven Rosen 2022

Hi, I’m Steven Rosen, and I’ve been coaching sales executives for over 20 years!

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Steven A. Rosen

Steven helps companies transform sales managers into great sales leaders. His focused coaching helps clients achieve greater personal and professional success. Steven is the author of 52 Sales Management Tips - The Sales Manager’s Success Guide.

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