How to Improve Sales Performance
At the end of the day, a good sales leader will be a good sales leader regardless of location, team members, industry changes, etc. They just know what to do, it comes naturally!
Any SUCCESSFUL sales leader can take any team and make them awesome… and here I have listed some key areas to make this happen!
Leaders are transparent
All leaders must be super clear with all that’s going on. The number one fact to any successful relationship is trust. So be open, clear and transparent about the journey you are all on together.
Know why you are doing what you are doing. Keep the focus and ensure your team have all bought into the journey. Once everyone knows what and why it will be a smooth and successful journey.
Leaders drive the focus on the targets and deadlines whilst driving everyone towards achieving them. Every successful leader will focus on exceeding expectations and ensuring everyone has exactly what they need in order to deliver this.
Understanding the numbers is crucial. This goes all the way from individual daily activity through to profit and loss. You have to understand your optics in order to manage strengths and weaknesses amongst your teams.
These visuals will immediately give you the snapshot you require in order to make sure each and every department and member is running smoothly.
Leaders lead by example
Every leader needs to be the first to look the part, work the hardest, be the most dedicated. You cannot expect your team to work all hours under the sun, if you leave at lunch time.
Great leaders without doubt will be the first in and last out, will raise standards and ensure everyone in their team maintains the same.
Leaders create a plan
In order for every team to focus on their tasks and get them done, they need to have a strong and clear plan.
Each leader will provide their team with the appropriate steps to hit and surpass targets, and get to where they want to be.
A plan is something that is put together as a team, so a successful leader may even plan this with his team to ensure everybody is comfortable with the journey.
Successful leaders know the game
Every successful sales leader must understand what their employees do. They need to know how to sell. You simply can’t tell somebody to do something in a way you believe will work if you have never been in their shoes.
Successful leaders know how to sell, and understand the process better than anyone.
Develop & Mentor
ALL successful leaders invest in their teams development. Whether they act as direct mentors or they hire somebody else to take the place, they ensure this area is covered.
People’s development is way more important than most people think. The development one receives ensures they are happy at work, feel looked after and also ensures leaders have strong, capable people within the team.
It’s a win – win!
All successful leaders listen to their teams. Whether something personal has happened, or a meeting didn’t go well, a leader will sit and listen.
This provides each member within our teams the satisfaction of being cared for. It also helps leaders understand the mindset of each team member, which will ensure they can address any issues, concerns or queries, tailored to their circumstances.
If you don’t do the above steps, and are a sales leader, I strongly suggest that you trial them for a period of time to see if you notice the difference. Atmosphere, results and success will be a given – I can assure you.
You can also head over to my recent blog “Strong vs. Weak leaders” to learn more on leadership.
Blog published by Mike Coady