Leadership

Modern leadership must evolve past key performance indicators, cascading down directive marching orders or micromanaging trained professionals.

It is true that Sales is often considered part art, part science.  Great salespeople often struggle to put a finger on how they make magic happen.  They simply do.  Because they have a gift, and they know it.  

But to truly take the performance of great individual contributors to the next level, the Sales function and, importantly, its leadership need far more structure - and qualities - than is acknowledged.

Structurally, it often requires rethinking roles and responsibilities, metrics, incentives (the How); whether focus should be placed on a territory, a technology or even an asset (the Where), and at what stage, from Prospection to Customer or Site visit, to Account Management (the When).

To create the structure (to manage inbound inquiries, nascent and demanding relationships while staying technically relevant and up to date) and instil the discipline (not just through customer relationship management software) to enforce it, leaders need to command and project a rare combination of strategy, direction a can-do and, when needed, a hands-on attitude that generates trust, earns respect and rallies support from the troops.

At a time of great employee turnover, leaders and, in particular, leaders from a distance, need to evolve into motivational - if not inspirational - roles that keep the morale high at all times, and empower individuals to feel and give their absolute best, thus creating loyalty.

Leadership goes well beyond a title, a position, or even seniority.  It is about having everyone on the boat realise we all contribute to the greater good while thinking somebody's got their back.

I personally see Sales as a transactional function, and true - call it "next level" - Business Development as Creating Value through Partnership.

Leadership expertise can revisit how commercial teams are structurally organised, deployed and monitored.  Most importantly, it can advise on how to train, coach and empower individuals to become a true team and unleash their full value.