What is the primary job responsibility of a sales leader? Simple. It is to produce profitable revenue for the company.
The way to do that consistently—and to keep getting better at it—is to build a great sales culture. How do you do that? One place to start is by identifying the essential roles that sales leaders actually must perform.
I believe that the core roles of a sales leader can be boiled down to three. And, what might those be? Glad you asked.
We are committed to your professional success.
Author of Action Selling动作发卖作者
you want to create a great sales culture in your company. And, suppose
you want continuous improvement to be a built-in feature of that
culture. What is the best way to go about it?
To begin with, you must treat sales leadership as a process, one with a series of sub-processes. The past few editions of eCoach have been devoted to describing Action Selling’s approach to the sales leadership process. I have shown you the following diagram.
Now I want to dive into this diagram by describing the “three leadership roles” it outlines. These are the fundamental processes that a sales leader must get right. They provide the framework that must shape and guide every action you take.
The 3 Core Roles of Every Sales Leader
PLAN: Planning is the process of figuring out the activities required
to achieve a desired goal. Myriad plans might fall into a sales leader’s
area of responsibility: business plans, forecasts, annual sales plans,
compensation plans, performance plans, meeting plans, training plans,
and more. When planning is done effectively, two good things happen.
One, the success rate for accomplishing goals improves dramatically.
Two, the time and effort needed to achieve each individual goal are
2. ORGANIZE: Organizing follows the planning function. It involves hiring and retaining people, creating teams, assigning tasks, and delegating authority and responsibility. Organizing provides the framework that defines tasks, deploys resources, and coordinates activities. Your reporting structure, your process for collaboration, and your plan for skill development are all parts of the organizing function. In the “organize” role, you align your goals with the right people and develop the right skill sets within your team.
3. COACH: Most managers would tell you that they manage people. In reality, they manage processes, projects, information, and problems. Coaching is different from managing. Coaching is something you do with people. It involves the actions you take while communicating with the people you oversee. When coaching is done well, it becomes a competitive weapon for your company. It provides an opportunity to make a difference every time you communicate with someone. It makes you become more intentional about acting as a leader. Coaching must be a continuous activity.
Most managers would tell you that they manage people.
And, how, exactly, do you perform these three roles at a master’s level? Look back at the graphic: The “how” is what those Nine Acts of Leadership are all about. We’ll have more to say about them in the next edition.
Only a great sales culture can generate consistently great performance. A truly great sales culture is one in which excellent performance just keeps on getting better.
Only great sales leaders can create a great sales culture. When you are able to perform the three core roles of sales leadership at a master’s level—and you never stop working the process—that is a recipe for continuous improvement. And, when you are continuously improving upon greatness, your sales culture becomes unbeatable.
* For information about how to make sales training pay huge dividends, contact us at 0755-88265430,88261982.
哈喽美宝宝们晚上好 你们可爱的鸡宝宝又来啦！ 不知道人人平时最常背的包包是哪个 鸡是无论剁手几多个包包 最常背的必然是 帆布包 ！ 帆布包真
比来， “家庭教育” 这一话题引起了人人的普遍商议。同伙圈撒布的各类段子和文章，让“焦虑”成了家长的集体画像。焦虑的背后其实是无处安放
相信好多宝宝跟男票在一路的时候 都邑发现一个神奇的生理现象 那就是：发现男票 丁丁勃起 通俗点讲就是： 硬了 （为了协调文明旁观，接下来喵
为防走失、错过出色，请实时 添加星标 哦！ 一个专注0根蒂免费学烘焙的平台 微旌旗： bake360 今天分享几款超好吃的手撕面包给人人，无需繁琐的整
本年的炎天来得太突如其来了吧！一波升温搞得人措手不及。不分南北，北京上海上周末都要破30度了？！ Reformation 2019春夏 Kate Dress Urban Outfitters 2
高考仅剩2个月，你是否还在 学校 刷 题 、讲题、测验中 无限 轮回…… 这种进修方式下，成就一向没有提拔？ 前次测验做错的题，此次依旧会做错