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Moving into leadership
Hey guys, first post.
I’m about to move into my first sales leadership position. I know the focus of Salesman.com is for individual contributors but I wanted to see if anyone has any advice?
Travis – Are you stepping up to manage your team or a new team that don’t know you?
The first thing to do is to get on everyone’s good side. Then it’s head down, into the numbers and better understand who is winning and why. Finally, the goal should be to then equip everyone who isn’t winning with the process, mental game or tools that the winners have to level them up.
The fist thing I try to do coming into a new group is make a difference…
Here’s an example.
When took over inside sales at Logitech in ’84 I found out quickly that the group was struggling to sell multiple units even to resellers.
At the beginning of week 2 I took a reseller call – hardly knew a thing about the product, but to the amazement of my team who were now all listening I sold him 15 units. They begged HOW DID YOU DO THAT?
I took my simple call strategy and put it in a script, trained them on its use, and let them loose.
They immediately went from struggling to sell nearly anything to selling multiple unit orders on nearly every call 10, 20, 30 units.
I gave them something that made them more successful immediately. It made me a full fledged leader instantly.
They now did everything I suggested and the group rocketed growing hundreds of percent in 7 months.
I suggest you watch and investigate, find a way to make a real and immediate difference in their selling lives (nothing is excluded here, just make a difference) — then, just empower them to the point it’s impossible to fail.
And you will be the great leader you hoped to be.
What a story Flyn!
If all leaders jumped in the trenches (not just when it time to close large deals) sellers would have a completely different relationship with them.
PS – logi is such a cool company.
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