10 Ways to Effectively Lead Sales Teams
Most companies are involved in sales as a revenue-generating function and grow in bounds when they have both inspired and engaged workers.
These employees don't work in silos but are involved in various teams. There being engaged on the job yield results that lead to the growth of companies.
At the core of teams are leaders whose primary role is to direct for optimal results. Managers set the tone in every work environment and this goes a long way in determining how long an employee stays in an organization.
Those who hold their team members in place exhibit certain qualities which endear their salespeople to them thus ensuring a follow through on strategies that lead to achieving top performance. The following are some ways exceptional team leaders are able to achieve these feats;
Being patient with them
People like old wine, become better with time. Patience is a virtue every boss leading a team should exercise. Each person is unique as such a one-size-fits-all approach shouldn’t be employed. The big picture should be shown to team members and allowed to pursue the tasks rather than burying them with insignificant details and explanations. When this becomes the norm, the team members become disengaged due to fear, being overwhelmed with commands, or being micromanaged. The ability to be focused on the job, allowing free import of initiative in accomplishing the mission, and patiently resolving on-the-job issues with workers even in times of stress and intense pressure is an attribute all managers should have but sadly only seen in a few.
Investing time in your team
The boss must spend time with team members to get to know them. By doing so, they identify areas of individual and collective needs which enables them to intervene not only in advancing their skills but also in unlocking their hidden potential. When associates are inspired and engaged on the job they become top performers, climb the corporate ladder faster into management positions, and can take up higher roles with greater expectations. Since leaders are expected to produce results based on the collaborative effort of others it underscores the need for cordial relations. However, it isn’t easy to influence positively the people you don’t know. The qualitative time spent with each team member affords the boss opportunity to focus on the strengths of the person and sell his vision to them inspiring passion which leads to increased productivity.
Encourage constructive criticisms
Listening to the team members express their feelings, ideas, and reservations could greatly help you as the leader to balance your ego with reality. It also helps to provide a culture of psychological safety. Sales managers during one-on-one field visits should alternate making the sales calls with their team members.
This will motivate the salespeople to see how it is done and even the flaws of the manager, during the post-call analysis, the manager should allow team members to assess the calls beginning with what they did rightly and then what was wrongly handled.
This process initially makes salespeople uncomfortable critiquing their managers albeit constructively but motivates them to become better. When you as the leader have the humility to listen to constructive criticisms from team members you already have set the tone for all team members to realize that no one is above mistakes and make all involved amenable to receiving corrections.
Open the lines of communication
One of the biggest challenges that prevent teams from functioning properly is a lack of effective communication. There are compelling reasons why team members need to consistently be maintaining channels of open communication with the boss and among themselves. An employee is greatly inspired and exudes discretionary energy when she believes she is being listened to and that her opinion counts in the final decision-making. As a leader, if you want to change the way of being, you have to change the way of doing things among your team. Open up the communication channels and allow team members to bring up matters for discussion when necessary. Accessibility is a hallmark of leadership; and by encouraging teammates to connect among themselves and with the boss, there is improved communication in the team.
Be a competent walking resource.
As a leader worth your mettle you command the respect of team members when you have a mastery of what you do. There is nothing as off-putting as dealing with an inept boss even in some basics required on the job.
When issues arise on the job (they will always do!) team members should be confident enough to bring them forward for the boss to add his views or open up a horizon of different perspectives which becomes an opportunity for learning on the job.
It is better for you as the team leader to be at the upper end of the curve and a go-to person for your team. It is invigorating for team members to see their boss as a competent professional that excels in his zone of expertise.
Being support for every team member
By words and actions, a leader proves his unflinching support for his team.
Ordinarily, as the leader of a team, you wish every member of the team to become successful. This may never be possible if they do not have a shoulder to lean upon. As the boss you need to consistently reassure them, ‘common lean on me, you sure can count on me, we are in this together.
This shouldn’t be mere sloganeering but you should mean it. When the boss is genuinely interested in his team and he is ready to act as a pillar of support, members let go of any inhibition and give the mission whatever it takes. The military and football coaches do this so well.
As the leader, you shouldn’t just give the task and leave it in the salesperson’s hands but should ensure they understand the job, are guided, and supported through in doing it. Christine Macdonald, director of The Hub Events says,” the biggest difference between a leader and a boss is that a good leader supports people and makes them excited about their work while a boss gives commands without supporting you.”
Taking responsibility As The Leader
Inspiring leaders are those who use their abilities to motivate individuals and teams to take on challenging missions and remain accountable.
For you to truly move employees to take up bold missions you should be ready to take responsibility for outcomes including the unavoidable mishaps. This is quite evident in the Navy Seal and sports. Taking responsibility even when things go bad is rare among bosses who are quick to toss the blame at their subordinates.
Stepping forward to take the blame when things go wrong is a hallmark of great leadership and most often the people will pay back with an improved commitment to the job.
Applying emotional intelligence
Being emotionally connected to employees have tremendous benefits. Understanding your emotions, the causes, and their impact on others can greatly influence your understanding of people’s feelings and needs.
Aristotle often said, “An unexamined life is not worth living.” It is good to periodically assess one’s emotional reactions to various situations. This will help in maintaining balance in our actions.
Daniel Goleman in his book on Emotional Intelligence clearly explains the benefits of emotions in our daily life, and how they could enhance or inhibit our ability to go through life. He further offered practical advice on how to improve and why it is the key to leading a successful life.
Let work be fun
It is often said that “All work and no play makes Jack a dull boy”. There should always be some time to unwind.
Celebrating not only the big wins but also acknowledging the small wins of team members makes them more engaged in the mission. Show appreciation for significant efforts and letting in a touch of humor often, this makes people lighten up and feel involved.
Celebrate birthdays, anniversaries, and other milestones. On such occasions, team leaders can throw surprises by being first to announce it on various platforms in which the team members are involved.
Inspire the team to greatness
Success requires passion. Without the desire to finish tasks, employees won’t be motivated to put in their best performances.
As their leader, you should inspire them by letting them know the importance of their contributions to the job and how much they are appreciated. Passion is fueled by creating compelling objectives that build confidence and encourages employees.
The leader sets the team on the path to greatness by setting challenging but achievable expectations.
Emmanuel Afunwa
Contact:
Email:emmafunwa1@gmail.com
Mobile:+2348033720304
LinkedIn:linkedin.com/in/emmanuel-afunwa
