Sales Leadership

October 16, 2012
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It has often been asked: are sales leaders the same as other organizational leadership? In sales, managing a number of sales professionals is indeed a very tough assignment. And it is a complicated one as well. How does this type of leader grow the team, increase sales gross profit, build teamwork, and increase the customer base when it is sometimes a challenge just to juggle and manage the variety of personalities that are often on board? This type of leadership is a big assignment to take on for anyone in this challenging economic climate.

The automobile industry is a great example. If you are not a solid sales leader in the car business who creates positive results and produces, you are not there very long. In virtually every product and service organization it is the same. Performance is everything.

Professional skills are the best “tool box” or portfolio for ensuring sales leadership success. In this tool box are really two things: external professional skills, ingredients like problem solving, decision-making, listening and closing. And the internal professional skills, common sense, positive attitude, energy and motivation; the internal variables are often very difficult to assess and train..

This combination of skills will always make a sales leader stronger. In fact, Dale Carnegie Training teaches that these skills, when taught well, will always improve the buying and selling process.

The sales leaders’ portfolio must also include:

  • Networking
  • Mentoring
  • Facilitating
  • Problem solving
  • Overcoming customer objections

Leader must be “bullets” in these categories to move the team forward and in the same direction day in and day out. There are objectives and goals at the end of each week, at the end of the month, at the end of the quarter, and the end of the year that must be met continually for success. Each one is tough when you are leading the team to achievement and prosperity. But as most sales leaders will tell you, it is a great way to make a living! Influencing people and winning friends along the way is the only way to go.

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This post is brought to you by the good folks at Dale Carnegie Training of Philadelphia, providers of professional development and management development courses and information in Philadelphia. We’d love to connect with you on Facebook and LinkedIn.

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