Is there any more critical role in a company than that of the sales leader? In this episode of the Sales Management Minute, learn the secret to hiring the RIGHT sales leader for your circumstance.
In past episodes of the Sales Management Minute, you’ve hear me talk about strategies when hiring salespeople. Yet, is there any more critical role in the business than the sales leader…the one who is tasked with leading the charge to bring in revenue?
But what does the right sales leader look like? Well, there really isn’t a clear cut answer. Much of this depends on where your company resides in the sales organization maturity spectrum.
At one end of the spectrum is the entrepreneurial sales leader who innovates sales strategy and process. This type of individual is needed when process, metrics, and go to market strategy are not yet fully defined. This sales leader loves the challenge of new product launches and turnaround situations. In essence, there is not map for this person to follow. He or she needs to create the pathway.
At the other end of the spectrum is the motivational sales leader who inspires the sales team to follow the strategy and process. This individual possesses strong coaching skills in an environment where process and metrics have been fully defined. This person is provided with a roadmap and has the core responsibility of leading the team on the journey.
While some sales leaders possess both the entrepreneur and motivation skills, most have a more dominant strength in one or the other…not to mention a personal preference. I recall when I was in sales leadership roles, I was a builder. I loved the entrepreneurial challenge of innovating strategy and process. Yet, once the entrepreneurial phase was over, it was time for me to move on.
Before you hire your next sales leader, analyze the core needs of the role and develop your profile of your ideal sales leader. It’s a sure-fire way to find the right person for the role.
See you next time on the Sales Management Minute.
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.