Sales Leadership in the New Year

When you begin to plan for the New Year, we want you to think about some attitudes that may change your sales outlook and overall approach.

Consider with us now, this scenario: Two salespeople who have similar experience and backgrounds, yet their approaches are quite different. One person is doing a “good” job, while the other is making an impact.

Get a keen understanding of what’s needed

If you’re an average salesperson, you simply follow your call list and do what you need to do to build relationships — but never seek new behaviors beyond this point. A sales leader, on the other hand, thinks outside her selling role, has a vision and executes these tactics with her customers.

Recognize these traits of a leader

Remember, there’s more to the job than sales. Sales leaders keep abreast of the competition’s every move. They know their customers extremely well. And they aren’t thrown off course when something suddenly threatens their accounts.

Have a vision and think long-term application. Sales leaders focus on evaluating demands over the next 2 to 10 years and how to help their customers be successful.

Make a connection. Build trust and credibility, not just listening and asking a few questions here and there. Show respect for the customer’s processes so you can suggest appropriate changes when needed and still within their guidelines.

Take chances. When you can think outside a typical sales job and be willing to be wrong sometimes, a few risks can go a long way.

Adapted from “The Selling Advantage,” Volume 22, Issue 528.

Please find other helpful articles in this issue to help you find your way this year and get you thinking and acting like a sales leader.