Sales Management Leadership

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Sales Management Leadership

• Taking It To The Next Level

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At the end of the day, you bet on your sales
management, not on strategies.
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BALANCEThe Key to Sales Management Leadership
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Regional Director Business Manager
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Experience Learning
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Knowing Teaching
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The Player Coach
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Sales Leadership

• Only 3 things to remember about leadership
• Hire the best
• Teach to Win
• Plan to go the long distance

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Whos A Sales Leader?

• Business
• Jack Welch at GE
• Andy Grove at Intel
• Roger Enrico at PepsiCo
• .
• .

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Whats Sales Leadership ?
Sales Leadership is not Authoritative Expertise!
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Whats Leadership ?
Leadership is... the ability to challenge the
way we do business.
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Whats Sales Leadership?
Whats my role as Regional Director?
Success Growth Stability
Survival Crisis
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Whats Sales Leadership?
Whats my role as Regional Director?
Vision Strategy Tactics
Operations Actions
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Whats Sales Leadership ?
Sales Leaders create... an environment for
change.
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Whats Sales Leadership ?
Sales Leaders... ask the tough questions.
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Whats Sales Leadership ?
Leaders provide... the environment for
solutionsbut not necessarily the solutions.
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Whats Sales Leadership ?

• Sales Leaders create solutions from...
• the collective intelligence of the team.
• pulling players together planning
• the ability to listen to one another.
• the ability to learn from one another.
• tactical sales planning.

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Whats Sales Leadership ?
Regional Director
Management
IDEAS
The Team
Market
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Customers
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Whats Sales Leadership ?
The Regional Director
VALUES
TRUST
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Leadership
Most companies dont die because they are
wrong. Most die because the employees dont
commit themselves. Andy Grove, CEO, Intel
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Sales Leaders

• Sales Leaders
• Articulate a set of values for the team.
• Articulate the values of the company.
• Embody values with their own behavior.
• Encourage others to apply the same values.
• Aggressively confront resistance.

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Whats Sales Leadership ?
THE PACE OF THE REGIONAL DIRECTOR
ENERGY
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Whats Sales Leadership ?
VALUES
IDEAS
ENERGY
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Sales Leaders

• Sales Leaders
• Have the Ideas for change.
• Determine the Values for the future.
• Energize the process of where we are going

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Sales Leaders
Sales Leaders as Player Coach... need to view the
game from the balcony.
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Sales Leaders

• Sales Leaders
• Create a sense of urgent need.
• Define a Mission that inspires
• Produce Stretch Goals.
• Require a spirit of teamwork.
• Set realistic expectations.
• Develop teach a tactical plan

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Sales Leaders

• Sales Leaders
• Have ability to make tough decisions.
• Are willing to sacrifice security of today.
• Have drive to find reality.
• Have courage to act.
• Make the tough calls.

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So, What Can I Do?

• 1. Take a Time Out
• Involve, assess, prioritize
• Clarify your sales realities
• Define your key values
• Understand the rate of change

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So, What Can I Do?

• 2. Understand Your Role Today Are you...
• a Command Control authority,
• a direction protection monitor,
• a teacher,
• a Player Coach, or
• a Player

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So, What Can I Do?

• 3. Begin the Process
• confront the challenges
• analyze today
• set the course with a new plan
• learn new management tactics
• re-assess your skills

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BALANCE
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