What Is A Leader’s Role in a Sales Team?
One of my favourite clients invited me to do some additional work with their sales team to increase their resilience and provide them with additional tools during these challenging and uncertain times. This was a clear demonstration of leadership and concern for their employees in the midst of their own challenges and also an acknowledgement of the importance of communicating this concern in many ways.
As business owners and team leaders our primary concern is naturally about the impact of this uncertainty on our own business and metrics. However, a true leader knows two really important things about their people:
- We’re all human. That means that what is going on in one area of our life impacts other areas. Financial stress, disruption to routines, reduced or heightened social interactions, health concerns… They all affect your team members’ performance, so whatever you can do to help people manage these situations and develop resilience matters.
- Different people react to different stimuli. This is a variation documented in the book, The Five Love Languages which talks about how we all have preferred methods of receiving and communicating affection. Different members of your team will respond to different efforts to encourage and communicate. There is no one-size-fits-all approach.
As a leader, you need to reach out to your team and motivate them in ways that they value… And you need to equip your team members to reach out to clients in different ways, too. If you don’t do this, then you can expect to see your indifference reflected in your performance metrics.