Sales Leaders: A Changing Definition

The global business landscape has undergone a massive upheaval, and with these shifts comes the redefinition of the sales leader position.  Responsibilities are changing, and because sales are at a premium, it is paramount that sales team’s leader is in the field, coaching proper technique and ensuring team cohesiveness. 

The boom that many sales teams experienced in recent decades has now slowed to a crawl and the acquisition of new clients and utilisation of existing ones has never been more important.  This is compounded by a greater level of skepticism and care taken on behalf of the purchaser, and overall sales success is now reliant upon an organisation’s ability to enter the sales cycle much sooner and challenge market perceptions.

Your sales staff relies upon the sales manager as model for success in a turbulent market, and transitioning to the new paradigm requires extensive attention on the manager’s behalf.  According to The Integrated Sales Executive Council, 66% of sales people noted that their sales manager did not coach to the same level that they performed at other important job activities.  This shows a lack of coaching ability, which can significantly affect the sales team as a whole.

Successful sales teams possess leadership personalities that:

  1. Teach proper sales techniques for applying pressure to advance sales opportunities
  2. Offer advice to the sales team regarding sale-step advancement
  3. Coaching the creation of demand when the client shows signs of “cooling” on a product or service

For over a year, Huthwaite has developed the necessary skills and conducted pertinent research to help clients understand and teach the new role of a sales leader.  Through the explanation of skills, metrics, and important tools of the trade, pipelines can fill quickly, leading to a higher sales ratio and stronger bottom line.

Ongoing research in the realm of market volatility and proper sales responses to it has led to the formation of the sales manager “skill template”, which we would gladly share with you.  Contact us to discuss any contingencies or strategies that can improve overall sales team performance.