7 egenskaber de mest effektive salgsledere besidder
Hvis de bedste salgsorganisationer har gode salgsledere, hvad adskiller så top salgledere, som overskrider deres kvoter, fra salgsledere, som mangler 25 % kvote af deres kvote?
Svaret skal findes i en undersøgelse om salgsledelse, og hvordan ledelsesstil påvirker salgspræsentationer. Det skriver Harvard Business Review.
Undersøgelsen beskriver, hvilke genskaber de mest effektive salgsledere har i forhold til deres mindre succesfulde kollegaer. Disse egenskaber er beskrevet nedenunder i prioriteret rækkefølge:
- Target fixation
The best sales leaders are target and deadline driven. In personality testing, top sales managers scored 19% higher in the self-discipline facet, 20% higher in the success-driven facet, and 27% higher in the priority-focused facet than underperforming sales managers.
- Command instinct
Great sales leaders establish firm command over their team by exercising the power their title and position entail. For example, they hold their team to a higher level of accountability.
- Hiring ability
The ability to hire quality talent will determine the success or failure of the sales organization.
- Sales intuition
Sales is a mentorship-based profession, and a key differentiator of great sales leaders is their ability to dispense tactical sales advice and add value during customer meetings.
- Control orientation
Sales managers who closely monitor and strictly enforce a sales process are more likely to exceed their quotas, and the best sales leaders seek to control the daily behavior of their sales teams.
- Coaching adaptability
Great sales leaders understand that there is a diversity of selling styles by which salespeople can achieve success.
- Strategic leadership
All sales leaders are battlefield commanders who must devise the organization’s sales strategy to defeat the competition. This requires plotting the best course of action to maximize revenue using the most cost-effective sales model.