Leading a sales team by example is something that must be constantly pursued by directors and heads of sales. If the words convince and can move some people forward, the examples drag and are definitive. But, for this, it is necessary to practice some important actions.
Regardless of the area of expertise, a good leader is capable of instigating and extracting the most from the creative capacity of each team member.
Of course, when talking about a team’s sales department, words alone are not enough.
More than talking about how to do, instruct and train, it is necessary to show it in practice. That is, lead by example.
But here it is not a question of showing once how something should happen and putting aside actions.
No: leadership by example is constant. Disciplined and attentive to see the crucial points to be focused on in each moment.
Today’s article talks about how a sales director or head of sales can lead by example their sales team.
We will cover important actions to facilitate this mission and also other important topics:
- How to be an exemplary leader?
- How to inspire your team?
- What is humanized leadership within the sales sector?
Stay with us to inspire, motivate and bring out the best in your salespeople.
What is humanized leadership within the sales sector?
Without a doubt, a good leader is a person everyone on the sales team wants to follow.
Be it the head of sales or the commercial director, everyone must have the way to encourage, inspire and awaken the desire for growth in everyone in the sales sector in the example.
Leadership must convey positivity – especially in unfavorable moments, such as the impact on sales caused by the Covid-19 pandemic.
We need to move on, right? So: always be on the lookout for people around you, even if it’s at a distance due to forced sales telecommuting.
Within this mission, it is important to exercise the so-called humanized leadership.
This is nothing more than working the behavior of your entire sales force.
And you do this by eliminating actions and concepts that add nothing to productivity and contribute to achieving the proposed goals and objectives.
The focus of humanized leadership is to develop the skills of each salesperson and pre-salesperson.
Therefore, the two main factors here are: listening – always active – and dialogue.
That’s how you have the information you need to be able to motivate your team.
A manager who manages to lead by example exerts the same behavior and professionalism that he expects from his employees.
And it does this naturally, creating an extremely positive and conducive work environment to increase everyone’s productivity every day.
More than that: humanized leadership knows how to deal with each person individually.
It highlights the best in each one, is fair in performance evaluation and is always attentive to motivate and engage everyone.
It’s hard, of course: but it’s worth it and it needs to be done.
How to lead a sales team by example? Check out 7 actions
Before we enter into actions to affirm and reinforce sales leadership, it is important to be aware of 5 important pillars of someone who wants to lead by example:
- Serve – that is, offer all the support your team needs at all times;
- Promote self-management – that is, the entire team is able to make decisions on their own based on work methodologies;
- Self-responsibility – the leader sees problems as challenges and does not blame the circumstances;
- Improvement – a true leader is always improving in all aspects to be better every day.
However, it is necessary, within a sales routine, to put some actions into practice so that these pillars above are no longer just text.
What to do?
Well, we’ve separated 7 actions to help you lead by example in the company’s sales sector.
1 – Maintain ethics and consistency
Two indispensable elements not only when it comes to leading a sales team, but for life.
Ethics and consistency are non-negotiable values for anyone. It is obviously indispensable when we talk about leading by example within the commercial sector.
For that, you need to police yourself all the time. The leader needs to keep speeches, actions and decisions aligned.
Always, of course, meeting the company’s internal policies and mission, vision and values.
It is also a fundamental action in relation to how to act with customers, regardless of their size.
Show how to act ethically and consistently when dealing with a customer.
This is leading by example in sales: exposing the values and showing, in practice, how things need to happen.
2 – Trust and delegate
The leader needs to trust his team. But for that, you need to give her chance to show herself trustworthy.
That’s why you need to delegate tasks – start with the simplest ones – and trust them to get done.
But not simply executed: they need to be done on time and within the expected quality standards.
That’s why you set the example, right? It shows how it needs to be done in the sales training of your team and starts to trust that it will carry out the activities correctly.
Be aware of and understand the talents, preferences, strengths and weaknesses of each salesperson.
This will help you delegate the right tasks initially and also target training to improve the points needed in each one.
Delegating and trusting is also a way to encourage self-management. The freedom with the responsibility that each one needs to have.
3 – Adopt positive and purposeful attitudes
Positive and purposeful attitudes are able to motivate everyone around. And, well… you need to lead by example, right?
In times of crisis when sales become scarcer, it is necessary to face the problem as an opportunity.
Opportunity to improve the sales process, prospecting techniques, scripts, everything that involves the team’s routine.
It is time to reinforce that everyone has a very important role and can contribute not only by carrying out activities but also by being strategic.
Encourage your team to seek better solutions, to make some stage of the sales funnel more productive and assertive , for example.
Put everyone in the same boat, with commitment and dedication to be able to do even more and better every day.
4 – Be present to listen
You can only really motivate and lead your team if you are available to them.
It is no use saying that you are always ready to help them if you are never present or ready to listen.
Listen to the demands, difficulties and challenges that each one has. Learn to guide them and help them to overcome obstacles.
You need each one well, producing and feeling comfortable with what needs to be done, right?
So, listen. Perhaps there are personal issues interfering. Or some specific technical difficulty.
Also ask them for their candid feedback on the process, activities, steps in the funnel.
It’s a joint construction, remember? You just need to show that it’s easy to come and talk to you.
5 – Invest in continuous improvement
Knowledge is fundamental for decision-making at any time within a company.
So, a self-respecting sales leader is restless and constantly seeking to improve himself more and more.
Specialization courses, MBA, graduation, post…
There is also a lot of online content in eBooks, surveys, books. The important thing is not to stand still.
The truth is, the demand increases every day. The competition is also moving, getting better.
If you stagnate because of the good numbers you have today, it’s possible that this scenario will change later and you won’t be prepared.
So, in addition to consuming a lot of content to become an even better leader, share it with your sellers.
Encourage them to pursue this constant improvement as well. This is setting an example.
Check with your directors if there is no possibility of funding a course for your team, who knows?
Leading by example requires a change in behavior. It takes a mindset to succeed and be vigilant at all times.
Punctual initiatives won’t drag or convince your team completely. They don’t keep engagement at the required level.
Be clear about this and encourage self-knowledge – starting with yourself, of course!
6 – Provide the best work tools
You get the best out of your salespeople when you give them the best tools to work with.
In other words, as much as you want the sector to be increasingly productive, it won’t do any good if you haven’t promoted digital transformation in it.
Give your salespeople a complete sales CRM, with features that really help them in their routine.
That eliminates repetitive and robotic tasks, that have integrations and features that allow them to sell more and better performing fewer activities.
It is up to the head of sales to search for this software. Test them out and participate in the demo.
Understanding how it will actually help the company. Influence the board to free up money for their hiring and, of course, ensure that everyone understands how it works and fills out the system!
7 – Assume your responsibilities
Last but not least – and supporting the pillars we mentioned above – is the fact of taking responsibility.
If the goal is not met if a lot of churns is occurring if some product or service does not have as much output…
It’s the leader’s responsibility. Forget about blame for external factors.
Leading by example is knowing your role when things are going well or not.
Take on the mission for yourself and summon the union of all to overcome adverse scenarios.
So, how can we help you?
If you have any questions or want to learn more about how CRM helps businesses talk to a consultant today.
Enjoy and read two articles that will help you lead by example your sales team every day.
The first talks about how to build a positive and productive organizational culture in companies.
The second one has some motivational phrases to inspire you and your team.