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Four Sales-Leadership Killers

As a sales leader we make decisions on how to respond, act and behave based on what we see or perceive in our team. We use logic and emotions to drive our behavior. If we are not aware of which thoughts or emotions could be steering us in the wrong direction we can work against our intended outcome. If you believe you could be doing better with sales leadership and you’re not quite sure where to improve, this blog/video could provide you the awareness you’re looking for. Let’s explore four sales-leadership killers that to a degree, are common in most sales leaders.

1. Fear-Based Actions and Decisions

You might say, “I’m not afraid of anything. I’m the owner .” Or you might know exactly what I’m talking about. You might be afraid of losing people. Or afraid of losing your reputation. Additionally, you could be afraid of people not working hard enough or afraid of people taking advantage of you. It could be all those things.

So we start projecting and responding and reacting in ways we don’t want to. You’re trying to hold yourself back but instead you end up micromanaging if you’re an assertive type of leader. Or if you’re more of a laid back leader, then you might be more apathetic and pay less attention. However, you’re building up frustration on the inside. You’re making decisions and actions based on your fear.

Don’t do that. Whenever we do that, nine times out of ten or pretty close to that, we end up getting what we fear. What we fear, we get. Keep that in mind.

2. Withholding Your Trust

If you stop trusting your people or stop believing in your people, it leads to the first sales-leadership killer. You start making fear-based decisions. Remember, trust is a decision you get to make. And if you’re feeling like you can’t trust someone, then you need to go ask about it. Now is the time to clarify. Go find out. What’s the situation? Get some facts, don’t project, and don’t be afraid of laying your cards on the table.

3. Ambiguity

Many times as leaders we know exactly what we want and what’s important to us and then we blab it out. I do these videos and sometimes they don’t come out so well because I’m not clear, I’m ambiguous. When we’re ambiguous it leaves people floundering. A good way to check on that is to ask five people what they heard you say in a meeting and see what comes out. Consequently, you might find out if you’re delivering a clear and concise message that is being understood by all.

4. Complexity

The last sales-leadership killer is complexity. This could be compensation plans that are too complex or processes that are too complex. Complexity slows people down and they don’t get followed as well.

To summarize, watch against these four sales-leadership killers and guard against them. You’ll be a more effective leader by not going in that direction.

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Rene is the President of Sales Manager Now, a company that provides fractional sales management services to small and family-run businesses. He has twenty-seven years of experience in sales leadership, coaching, and consulting. He is also the author of the Part-Time Sales Management handbook and is based in Auburn, California.

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