The anatomy of an effective sales leader
The anatomy of an effective sales leader
Ask a hundred people what makes a good sales leader, and you’ll get forty-seven different answers (rough estimate). Sure, there will be some common themes around the person being strategic, confident, inspirational, and a good mentor, but what makes an excellent sales leader beyond personal characteristics? If you replied “really good at sales,” that’s certainly true, but it’s not enough to simply promote really good salespeople. In his latest article for Forbes, sales consultant Scott Edinger outlines how the most effective sales leaders champion the role of the sales organization in three very important ways. We’d share them here, but we’ve run out of space, and Scott really wants you to read the article.
The straw that breaks the seller’s back
B2B sellers are used to rejection. Every “no” they generate is one step closer to a “yes.” Undaunted persistence and optimism are key to winning deals – and getting the best tables at restaurants. However, breaking into target accounts and winning over buyers isn’t accomplished solely with a positive attitude – it also takes a lot of education and research. So what happens when you increase the amount and complexity of products your sellers sell and the number of markets they serve? Early results from Forrester Research’s 2021 Sales Study reveal some interesting findings about successful sellers and the factors that might push them to a breaking point. In some areas, less seems to be more. Except for revenue. More revenue is always more.
IN THE GROOVE
765 sales professionals have spoken
It’s been one year since all B2B sellers were banished from conference rooms and 4-star restaurants to makeshift offices in bedrooms and hallways. We wanted to know how it was going for these sultans of selling, so we did the most logical thing we could think of – we asked them. Last month, Groove fielded an industry survey about the impact of remote selling on B2B sales teams, and three-quarters of a thousand (is that a thing?) responded. There have certainly been challenges, but the vast majority of sellers have made the transition successfully with the help of their favorite sales technologies. Check out the survey results on Groove’s blog, including the impact of remote working on productivity and sales goals.
There’s a lot of talk right now about a certain basketball tournament where the top 68 teams are divided into four regions to compete for the championship. As exciting as that is, there is another ranking of elite organizations where we don’t have to wait for dozens of games to play out before we know the winners. The Inc. 5000 Regionals just published its list of the fastest-growing private companies in California, and Groove is honored to be ranked 82 for its record growth. Did we get a boost from the accelerated growth of the sales engagement category over the past three years? Sure. Did being the number one platform for enterprises using Salesforce help. Definitely.
LEARN SOMETHING NEW
Improving the prospects of your prospecting
Prospecting is not for the faint of heart. Like the prospectors of old, you can sift a lot of sand before finding any gold. The B2B prospectors of today may not have to worry about cholera and dysentery, but they have other (albeit less deadly) challenges like crowded inboxes and falling response rates. On top of that, salespeople have to deal with a massive proliferation of channels. (Have you set up your Clubhouse account yet?) Not surprisingly, if you want to stand out in this new louder and fragmented communications reality, you need to get creative. If you’re looking for some inspiration to spice up your prospecting, Crunchbase has assembled seven ideas that you should drop everything to learn right now before they become overused.
You can call me Analytical Al
No two buyers are exactly the same. One day you could encounter someone who is tall, while another day you meet someone who is short. Fortunately, a person’s stature should have no bearing on how you sell to them. This is good, because it’s very hard to discern a person’s height over Zoom. There are, however, a number of buyer personas that you should take into account when working a deal. Sales consultancy The RAIN Group believes there are a half-dozen buyer personas that you should get to know very well, and they’ve even given them fun names to make the process a little more enjoyable. If you don’t know how to spot a Decisive Danielle or quickly tailor your pitch for an Analytical Al, this article is for you. If you doubt it will make any difference, you might be a Skeptical Steve.
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