FUNDAMENTALS OF SALES LEADERSHIP

This famous quote by Vince Lombardi says more about sales leadership than most business management courses.

“Leadership is Sacrifice. It is Self-Denial. It is in fearlessness. It is in humility and it is in the perfectly disciplined will. This is also the distinction between great and little men.”

I am not certain anyone, particlarly me, can improve on his statement. What you can do is improve is your ability to inspire those around you, act like a leader and know the success of those under your direct supervision is your responsibility. Do you

• LOOK FOR SOLUTIONS, NOT SOMEONE TO BLAME ?
  Great leaders find answers. They do not spend their time wondering what happened or who caused the problem.
• RADIATE CONFIDENCE IN YOUR ABILITY TO GET THE JOB DONE ?
  Your people must see you this way. Confidence breeds enthusiasm. Never confuse confidence with arrogance, by the way.
• ARE YOU SPECIFIC ABOUT WHAT YOU EXPECT ?
  Leave no room for doubt. Put it in clear, concise and understandable terms and put it in writing. Inspect what you expect.
• TRUST YOUR PEOPLE ?
  Do you spend your time helping them improve or checking up on them? Too many managers see what is wrong, how about seeing what is right? If you find yourself dwelling on what is wrong with them ask yourself if you hired the right people.
• SUPERVISE AND INSPIRE THOSE AROUND YOU ?
  Effective leadership is getting the most from each person. But they are not all alike. They are individuals.
• FOLLOW-UP ON ASSIGNMENTS ?
  When you assign a task lack of follow-up tells people the job wasn't that important to begin with. How can they perceive it as important or critical when you don"t
• HOLD EVERYONE ACCOUNTABLE ?
  Including yourself? Sales manager is a title, not a job description. Here is what your role as a manager is all about. Without accountability there is no improvement. Set standards and measure the progress. Remember, you have to diagnose before you cure.
  
  Make sure you never miss an update to the StayOnTarget training series. All you need to do is let me know where to send it.
  
  
  
  Sales leadership is a people skill.
  
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