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Becoming an expert in sales leadership takes time and effort and once you reach the top, it takes work to stay there. Being a successful sales leader isn’t just measured by one good sale or one strong quarter. It’s measured by how long you can continue that success over a period of time. Sure, some periods will be better than others. But, it’s what you do with your performance – either good or bad – that makes all the difference in how you drive your company now and in the future.
If you want to keep seeing results from your sales tactics, then continue to ask yourself these questions. Say them to yourself before developing a marketing campaign, meeting with customers, changing your website or anything that has the potential to lead to a sale.
1. Do I have the appropriate talent?
Any successful sale has to start somewhere, and typically that’s with an educated and experienced team. A company that wants to reach their goals must, therefore, have the appropriate talent on board. And, that talent must be given the space and opportunity to spread its wings. When you run your business, everyone indeed needs a role. But, giving hard-working, talented employees the ability to get creative time and time again can have very positive results. Of course, this all starts with hiring the right people.
2. Am I taking advantage of all our possible resources?
In addition to having the right talent, it’s also necessary to have the right resources. A successful sales leader must constantly ask him or herself if they are appropriately using all of their resources. And, if not, they need to take the time to re-evaluate and let go of things that are costing the company money.
3. How can I learn from this mistake?
Sometimes a mistake or failure is the best thing that will ever happen to your company as far as sales are concerned. No successful business is where it is today without having made a few errors along the way. Marketing automation gives business leaders an opportunity to put their strategies under the microscope and understand what worked and what clearly didn’t. And, that’s great. Mistakes help teach us what we should try and avoid the second time around, so we can maximize our efforts at all costs.
4. Are my emotions in check?
Most sales leaders are emotionally attached to the company in one way or another, and emotions can play a role in almost every aspect of a business. Unfortunately, emotions need to be handled through a series of checks and balances. Being too emotionally involved with a decision a can be either a great thing or a terrible one. So, try to always look at everything objectively.
5. What is the objective of ___?
If you can’t answer a single question, “What is the point of this?” then you shouldn’t be doing it. Every decision, sales tactic, meeting, conversation, marketing campaign, etc., should have a clear and measurable objective tied to it. Otherwise, you are wasting valuable time that your company needs to grow.
6. What is best for everyone on my team?
Many businesses today are stretched way too thin and will do whatever it is they need to do to achieve that one goal: to make a sale. This is especially true for start-ups that don’t have a lot of money in the beginning. Unfortunately, leaders will demand long hours from their employees for very little pay and no benefits.
It’s no secret that this wouldn’t be an ideal working environment for your team. And, although it will bring in more money for the company, it will leave your team with a sour taste in their mouth, which may prevent strong talent from considering your company in the future. Although it may slow-down the growth of your company, it’s necessary long-term to look out for your employees.
7. What is best for my customers?
That old saying, “The customer is always right?” may seem a bit outdated in today’s world. But, the truth is, what’s in the best interest of the customer has never been more important. People are utilizing social media left and right to influence others to either do business with you or run away as fast as they can. Sometimes, it might mean a slight loss for the business to accommodate that one customer. But, in the end, it will save you.
Want to learn how marketing automation can help you to be a better sales leader? Request a demo with The Mission Suite to learn how.