The other day I was speaking with the Senior Manager of Organizational and Leadership Development at a major corporation, and this is what she had to say:
Why would someone want to improve collaboration and cross functional effectiveness?
It’s easier to get things done
You don’t have to spend time trying to “sell” your idea or influence people
You have alliances with key stakeholders and know what you are doing is important
Your stakeholders understand the value
How should leadership, coaching, management and the 6 Pillars be viewed and acted upon within a sales department? Understanding and communicating this to your managers is critical to the productivity of sales teams.
If you don’t believe Sales Managers have the biggest affect on revenue, greater than your sales producers, stop reading and find another role within your organization.
Without that belief, without that mentality, you won’t likely take the necessary steps to help your team reach their potential. Great leaders and coaches believe they not only impact their teams, they also believe they control their productivity and hence, results.
So, why is it important to understand the role leadership, management, coaching and the 6 Pillars play? Because they have the most significant impact on sales team productivity. All those in sales management get paid for one primary, yet very critical objective-to drive productivity-and very few would argue that statement. How this is accomplished is where it seems to lack clarity for Sales Managers.
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