Truly effective sales leadership can position your company for long-term sales growth, increasing market share, and sales team member satisfaction and loyalty.
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A few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
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Don’t let the negative behavior go on forever. Do everything you can to test if the person can be coached, and then move on when necessary. Time doesn’t make things better -- only action does.
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For me, there is no alternative for a company or an individual to being sales-centric. If you want your business to grow, all parts of the organization have to be focused on selling, and there is no room for “corporate” behavior. Very few products or services sell themselves.
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The terminology used to describe this type of engagement is sometimes confusing: contractor, interim, fractional, 1099, gig, on-demand, project-based, hired gun, virtual, third-party, temporary.
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One of the best ways is to adopt the humble mind-set of a servant leader. Servant leaders view their key role as serving employees as they explore and grow, providing tangible and emotional support as they do so.
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Where Does the Fractional Model Work Best? It is not a one-size-fits-all. It does have a place in many SMEs looking for growth, change, and a fresh perspective.
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In today’s market place no business can afford to stand-still. In fact, it is impossible. One is either moving forward or going backward. And hopefully going forward with profitable new name revenues.
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It starts with the long list of the things that need to get done, making sure that everything unnecessary stays off the list. What remains is still way more than there is time in a day.
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We promote people based on their accomplishments in their current role, e.g., the most successful salesperson is promoted to Sales Manager. The position they are promoted to requires a different skill set that they may or may not have. This continues until a person is ultimately promoted to a role that is beyond their abilities. And they fail.
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