It is a very personal list. Because what one person may consider bad sales management is looked upon very favorably by someone else. There are also contradicting professional opinions on the same management style.
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It is a simple mantra: “Ok leaders talk about the what, good leaders talk about the why, and great leaders talk about the how.”
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Vendux is a matchmaker, an agency connecting companies with proven executives who will step in and make an impact fast. Because our seasoned executives help growth-stage companies by eliminating trial-and-error when building sales into an effective and repeatable process.
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What appears to be an absence of structure, invites everyone to have an opinion. And everyone becomes an expert on how to structure and execute sales, how to pitch to a customer, and to think that the value proposition is really a no-brainer.
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After 25 years of leading sales teams, I have an “assertive and dogmatic” view of what constitutes great sales leadership that I am “firmly or [perhaps] unduly” adhering to.
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It is the “Paradox of Choice”: while increased choice allows us to seemingly achieve better results, it also leads to greater anxiety, indecision, paralysis, and dissatisfaction.
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Frequently, when speaking with startup founders, I hear the comment, “we are not ready for a sales leader.” The reasoning provided includes lack of funds (“we need to generate some revenue first”), a sequence in hiring (“we are busy hiring AEs and SDRs”), or delays in product development (“the product is not ready for primetime”).
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The first step in ensuring that your remote sales team is motivated is setting up a solid communication structure. Staying connected to the sales team is beneficial to both management and sales reps.
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Rather than trying to get it “right,” leaders need to manage three tensions: allowing employees to work when and where they want vs. expecting constant availability, employees feeling isolated vs. invaded when working remotely, and which practices are possible in a hybrid environment vs. which are rewarded.
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So, what is it? Are we leaning towards the silver bullet or the complicated solutions? And how does that play out in sales and marketing?
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