<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&amp;ev=PageView&amp;noscript=1">
Search
word-map-thumb

The Alternative Board Blog

The CEO and Sales Leadership: Get the Best Sales Results

Oct. 31, 2017 | Posted by The Alternative Board
CEO and sales leadership

 A CEO or business owner wears many hats, from “chief inspiration officer” to overseeing complex operations and development of new growth strategies. Not least among his or her primary responsibilities, however, is ensuring that the team responsible for selling the company’s products or services is motivated, efficient, productive and forward-thinking.

For most successful organizations, this means doing more than expecting a sales manager to “handle” sales and turning their own attention elsewhere.

Just like all other departmental constituencies, your sales team craves leadership. This doesn’t mean you have to get down in the trenches with them—though an occasional ride-along to a sales meeting with a key client wouldn’t hurt—but they need to know you support their efforts and endeavor to do all you can to make their jobs more effective and successful.

Here are ways to provide the kind of leadership that gets the best sales results:

Make objective data a top priority. We all know of individual salespeople who operate by their gut when it comes to sales, but time and again, the primacy of objective sales data wins out. This includes verifiable, real-time information relating to:

• The status of the sales pipeline
• Identification of qualified leads
• Level of engagement with prospects
• Closed deals

Only with confirmed data can intelligent choices be made about sales strategies. That’s why, as business consultant Larry Alton points out, CEOs and business leaders “must make solid data a bigger priority at the foundational level of their organization.” If not, “creeping levels of subjectivity near the ground level can muddy the waters” and negatively affect future decision-making.

Insist on alignment between sales and marketing. As we’ve noted before, it’s essential that your marketing and sales teams work closely together, since a lack of alignment “can mean the difference between closing a deal or losing the prospect to another, more closely aligned competitor.”

Want additional insight? Download Easy Ways to Improve Your Company Culture

DOWNLOAD

As CEO, you can promote collaboration by:

• Meeting regularly with individuals from each department and making sure everyone’s on the same page with respect to strategy, new initiatives, etc.
• Ensuring that the marketing message on your website and in collateral materials is emphasized as part of the sales team’s prospecting efforts
• Devising a system of metrics that both sales and marketing teams adhere to, and encouraging collaborative analysis that can avert any decline in sales

Encourage leadership growth at the managerial level. Among salespeople, there’s always a story about a rock-star salesperson who got promoted to sales manager and failed to meet the challenge of leadership. It often makes sense to promote from within, particularly when an individual has demonstrated a high level of sales acumen—but without proper support and training, this person may lack the leadership abilities needed to get the job done.

Spend time with the team. The favorable effect of a company CEO or business owner actually taking time out of his or her day to “hang” with the sales team is incalculable. Remember, these hard-working individuals are out there on their own most of the time. Consider occasionally participating in a sales meeting (or not participating, but showing support by your presence alone). Solicit the sales team’s input on what’s going well and what other resources you might provide to make them better at their jobs. Recognize their contributions at all-staff meetings and elsewhere. The uptick in morale is potentially through the roof.

As the leader of your company, you’re uniquely positioned to inspire, motivate and demand that the sales team give their all to the organization. The time spent on your part to achieve this goal is well worth the effort.

Want to learn more about sales and leadership? Find out if a TAB Board is right for you!

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by The Alternative Board

Related posts

Quick and Easy Way to Maintain an Active LinkedIn Presence
May. 27, 2022 | Posted by The Alternative Board
LinkedIn is a mainstay social media platform for business owners and professionals. No news flash there. But while most of us understand that having an engaging LinkedIn presence can bring tremendous...
Tips For Improving Your Networking Skills This Spring
Apr. 19, 2022 | Posted by Phil Spensieri
Love it or hate it, networking is essential for business growth and success. It’s often the bane of existence for many business owners that I work with. But if done right, you can take the hassle of...
How Social Media Can Drive Product Innovation
Apr. 15, 2022 | Posted by The Alternative Board TAB
The process of product innovation has, for some time, relied upon a cadre of forward-thinkers within an organization, and/or soliciting input from customer surveys and focus groups. These methods...
When a Business Owner Wears a Selling Hat
Mar. 4, 2022 | Posted by The Alternative Board
If you are like most business owners of small or mid-sized businesses, there are times you must put on your Selling Hat. When you put on that Selling Hat, your mindset needs to change to one of “What...
5 Ways To Manage A Remote Sales Team
Nov. 5, 2021 | Posted by The Alternative Board
Sales leaders have struggled with managing remote sales teams even before the pandemic. Today, with an increasing number of organizations moving partially or fully remote, the need to put practices...
Phone Sales Mistakes Your Team Might Be Making
Oct. 28, 2021 | Posted by The Alternative Board
Cold calls and other approaches to phone sales might not be considered as vital as they once were, but many businesses still rely on this method for customer acquisition. That’s all well and good, as...
How to Lead More Productive Sales Meetings
Oct. 26, 2021 | Posted by The Alternative Board
Sales meetings, like business meetings in general, come fraught with potential minefields. They’re often perceived by team members as a waste of time, too predictable and boring, not long enough or...
5 Surefire Ways to Boost Repeat Sales
Oct. 19, 2021 | Posted by The Alternative Board
Aside from new customer acquisition, repeat sales is the “holy grail” of all company sales departments. Having customers come back again and again for your products or services should be at the very...
Increase Online Traffic by Improving Your Website’s Design
Oct. 12, 2021 | Posted by Emma Carter
  You need a website if you’re selling products and services online. This is an excellent marketing tool that can be used to attract potential leads and customers. However, what if you’re not...
Cost-effective Ways to Drive Traffic To Your Website
Oct. 1, 2021 | Posted by The Alternative Board
You have invested the time, money, and resources needed to build a great website. But how do you draw traffic to it? This is the question on every entrepreneur's mind, and rightfully so. Your website...