Quality of Sales Leadership is
the key to driving Revenue growth

If the quality of sales leadership is the single most important factor influencing sales performance, why do sales leaders too often achieve so little of their true potential leverage? First, let’s define our key term. Sales leverage is the degree to which a sales leader improves the performance of their team. If the sales team without a leader can sell X, leverage is the factor improvement the leader provides, e.g. 1.25 X, 2 X etc.

When a sales leader provides leverage for their sales team:

1. Productivity increases
2. employee turnover decreases
3. Sales people become a competitive advantage
4. The sales organization maintains a disciplined approach
5. The sales team is highly attuned to and aligned with the corporate strategy.

Our experience has shown that a good sales leader will be able to improve the productivity of each sales person by 20 – 60%   

 What does a sales leader need to be good at?

Good sales leaders add value to their rep’s opportunity, pipeline and account strategies. They lead their sales reps in uncovering customer business problems and crafting the right solutions. Good sales leaders formulate strategies for executive contact and executive selling, and are knowledgeable about how to create the right relational and competitive strategies for each of their solutions. Effective sales leaders are able to enhance sales execution, either by making and modelling effective sales calls with their people or coaching them before customer meetings. Good sales leaders ask the right questions about sales situations and know how to get the right answer.  They follow through to ensure the right activities are completed. They are well organized personally and know when how to give the right attention to each sales person. Effective sales leaders build a sales culture that inspires excellence and a proper focus on the customer’s business problems.

Great sales leaders can do all these things, can yours?

Contact The Insight Group now to learn how we can provide your sales leaders with the skills, tools and best practices to drive sustainable revenue growth.