The Real Leadership Secret to Developing Your Sales Team

By Alice Heiman

This post is excerpted from “2 Things You Can Do To Ensure Your Success This Year” by Alice Heiman.

You know how, on an airplane, the flight attendants tell you to secure your own oxygen mask before you help another? Well, developing your team follows the same strategy. Once you’ve begun to develop yourself as a sales leader, you’re more able to help your sales team develop and reach their goals.

The best way to develop your sales team is to start by developing yourself, changing your mindset, and changing your behavior. They will notice – and you will provide them with a role model.

It’s your job to develop your team. Not doing so is very risky. You may lose good salespeople and, worse, the low performers might stay. Here’s how I usually break it down to sales leaders:

  • Low performers need to move either up or out quickly.
  • Top performers want a development plan. They want to improve. They want your guidance.
  • Middle performers want the same and they need development to become top performers. If you provide them a development plan and they don’t develop, it becomes very clear to all that they need to move on.

There is a lot more to understand about developing your team. One great investment you can make as a sales leader is to join me at an upcoming Sales 3.0 Conference this year, where I’ll be emceeing and serving as Chief Networking Officer (we’ll be in San Francisco, Philadelphia, and Las Vegas this year). But you can also get started today by asking your team members  what they would like to learn this year, what they would like to become better at, and how you can help them. Determine the best way to help them learn. Then, have them write down their development plan with what they will learn, how they will learn it, and by when. Review it with them frequently and you won’t believe how fast they will start changing and developing into a better salesperson.

Making It Happen

As Nike says, “Just do it.” You have to start somewhere. Choose one thing you will do and get started now. If you and your team need development, I’m here to help. Schedule an appointment and let’s talk about it.

Alice Heiman is founder and CSO at Alice Heiman, LLC. Alice works with business owners to get consistent and sustainable sales growth – and has been helping companies increase sales for more than 20 years. She regularly emcees the Sales 3.0 Conference and is a certified Peak Performance Mindset trainer. Join her at the Sales 3.0 Conference in San Francisco on March 12-13.

About Lisa

Editorial Director at SellingPower.com.
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