Unless you’re going through the carwash or getting
frozen yogurt from a hole in a wall, there’s no such
thing as good business without good people. Even
that tile-wall fro-yo dispenser was someone’s (obviously)
good idea. But even in today’s technology-filled world,
nothing truly comes automated in sales. This is a people
business, as we’ve said many times. To gain a competitive
edge in today’s amped-up playing field, you need strong
sales leadership—the kind that will inspire and direct your team of sales reps to be the best at what
they do.
Great sales leaders sometimes move on, or retire, or make their way up the executive staircase.
Suddenly you have a leadership gap to fill. In every business, good thought leaders understand
the indisputable fact that success depends on the people you hire, and that you can cultivate
the potential of the talented individuals in your corporate “family.” In many cases, you will find
your next great leader among the ranks of your sales reps. Unfortunately, your future golden
boy or girl will not come with a sticky note on her or his forehead that says, “Follow me! I’m a
leader!” The task at hand is how to identify that future head of the pack.
Under Pressure
Sales is not an unstressful job. It’s fast-paced; often you’re juggling different deals
concurrently; certain customers have (ahem) challenging personalities. There’s a lot to keep
track of and there’s a lot at stake. How do your sales reps hold up under pressure? How do they
cope with constantly changing situations and environments, as well as the consistent stress that
comes with the job?
The ones who can handle the pressure best might look like workaholics: They’re always
available to the customer, and they have a gift for anticipating situations and quickly realigning
priorities to be there for the customer. Rather than acting surprised or bowled over by the
stress, they accept it as an integral part of the work they do. In other words, stress doesn’t floor
them, because they understand it and, if anything, see it as just another challenge to overcome.
Like a surfer, they ride those gnarly waves into the safe shallows.
How’s My Driving?
Paint an overall picture of a potential new leader’s job performance. What’s that look like?
What level of quality does she or he deliver? Is this person enthusiastic only when it comes to
personal gain, or is this individual contributor doggedly determined to ensure customer
satisfaction first?
As far as people skills, how does this person rate? Do you get the sense they’ve reduced the
customer to a cartoon—arms, legs, a head, and a dollar sign for a body—or are they driven by
the customer’s best interest and overall satisfaction? What about camaraderie? Are they
versatile in dealing with different types of people and do they operate well in tension-filled
situations? If they’re everybody’s BFF, that might not make for the best leader, but being a
likeable and resourceful extrovert is for sure an asset, if not a necessity, for any good team
captain.
Can-Do ‘Tude
When looking for a leader, you’re looking for a self-starter, one who will do her or his own
research and initiate new assignments, new challenges, and farther-reaching targets to hit.
Sales leaders are self-motivated; they don’t stand around discussing the latest YouTube video of
pugs in tiaras till something “worky” comes up. Among the ranks of reps, who alone is
uncovering the thing that no one else knew needed to be done?
A Thick Skin in the Game
How well does your potential head of the team take direction from higher-ups such as sales
managers and staff supervisors? The best sales leaders seek out and are able to accept
feedback because they know it’s a) helpful and b) motivational. Career cultivation is important
to them: They get the “coach” relationship between a sales manager and themselves.
Take Me to Your Fearless Leader
How courageous are they about making decisions? Are they confident enough to try something
innovative, even knowing there’s risk involved? Do they craft solutions to problems without the
burden of fearing they might make a mistake?
Follow the Leader
Your leader is out there; most likely right within reach. Spend time observing your sales team
and look for signs. If it’s easier at first, take a process-of-elimination approach. In sales, as in
life, there are always more followers than leaders. Look closely for the attributes shared here
and you will find what you are looking for.
About the Author: Justin Zappulla is a Managing Partner at Janek Performance
Group. He has worked hand-in-hand with a global clientele across a variety of
industries and business segments including technology, finance, consumer goods,
healthcare and manufacturing. With extensive sales performance management and
training expertise, he works with hundreds of companies to develop and implement
strategicsales performance solutions.
Justin has co-authored a book called Critical Selling: How Top Performers Accelerate the Sales
Process and Close More Deals which is set to be released by Wiley Publishing in October, 2015.
