Written By: Sean Frontz
July 8, 2022 – 6 min read
Sales leadership is one of the most challenging roles in any organization. A good sales leader needs to be able to juggle multiple needs, expectations, and responsibilities that come from every direction—from the customer, from the sales team, and from the C-level. Sales leadership development helps managers meet these needs and coach their teams with confidence.
In order to have continued success, sales leaders need to maintain a laser focus on winning mindsets that can help sales organizations achieve their goals in the short and long term.
The importance of coaching is a common thread that’s woven through past blog posts, and for a good reason. A lack of mindful coaching leads to a chaotic environment that can be difficult to course correct. While coaching needs to be a continual process, it doesn’t have to be complicated — the following best practices add structure but can be applied flexibly, based on the needs of each salesperson.
Being ready, able, and happy to pivot and adapt as needed, is a skill set every leader needs in their repertoire. Leaders who are both agile and inclusive can be more effectively reactive and proactive regarding the change, opportunity, and potential threats.
As a sales leader, you need to develop a sixth sense about when it’s okay to let your sales force work through challenging situations on their own and when it’s time to roll up your sleeves and help out. When used wisely, this hands-on approach sends the message that you can and will do whatever is necessary to help the team succeed. It’s a motivating and welcoming experience for everyone.
An additional benefit to keeping your finger on the pulse of the sales effort is that you may learn a new skill or obtain insight into the rationale behind a salesperson’s process. This hands-on context helps you better assess why a deal moves in a certain direction more than just hearing about it from other people.
Mindsets are “sticky”—they will stick with you and your team. According to Suzie Andrews, President, and CEO of Stark and Associates Sandler Training, the mindset you most want to stick to is a positive one.
“Before a sales leader does anything else, they have to decide what their mindset is going to be. It’s their job to create a strong foundation for their organization, and they should get really clear about what’s required of them, and of their employees.”
The mindset of a sales leader can set the tone for the working habits of the entire organization. When a leader manages with a positive, “abundance” mentality, it lays the foundation for growth, progress, and positive change.
“Be the change you want to see in the world” may be a cliché at this point, but that doesn’t make it any less true. Be the sales professional you want your team to be — coach them to develop their skills, be ready to flex, pitch in and help whenever it’s needed, and maintain a positive approach. These four mindsets are vital tools to keep in your leadership toolbox.
When it comes to constantly improving your organization’s sales team leadership skills, it’s vital to look into ways you can master key sales leadership mindsets. Watch our webinar “The New ABCs for Sales Leaders: Always Be Coaching” to discover ideas about staying ahead of the curve.