There are two keys to becoming a rock star Vice President of Sales. In this episode of the Sales Management Minute, you learn what it takes to lead the pack.
I often see the two expressions sales leadership and sales management used as synonyms. Yet, they aren’t synonyms at all. Far from it! Yet, they represent the two keys to becoming a rock star Vice President of Sales. One without the other doesn’t work. You need to master them both! Some argue that the difference is semantics, it’s not.
The sales management side develops strategy, process and metrics.
The sales leadership side motivates and inspires the team to follow the developed strategy, process and metrics.
A sales leader who is not also an adept sales manager struggles to get consistent results from their sales team as there isn’t a process to follow. It reminds me of high school science class when we used a Bunsen burner to heat water. When heat was applied, the atoms were excited, but went all over the place! When the heat was removed, the atoms returned to a static state. A motivated sales team without a channel to direct their energy will not perform consistently…and eventually flame out.
A sales manager who is not also a strong sales leader will scratch his or her head wondering why the team isn’t following their grandiose plans. In this situation, sales people get frustrated as they feel micro-managed. Leadership inspires people to perform at levels that even they never dreamed possible. Without it, the strategy is nothing more than words on a page. Countless studies cite that the number one cause of CEO failure is not the inability to develop strategy, it’s the inability to implement it…to get their team to bring it to life.
Want to be that rock star Vice President of Sales? Invest in mastering both sales management and sales leadership…and you will be blown away by your results.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.