Sales Strategy and Leadership
The sales leadership role is diverse and dynamic. It involves building and maintaining a high-performing team using an ever-changing suite of tools and technologies, while remaining close to the sales coalface and using an intimate understanding of a business’ sales strategy to target the right solutions for customers and clients.
In the 21st century sales arena, this can be a daunting affair. New information is constantly being hurled at the sales leader, and the very nature of the buyer-seller relationship is undergoing dramatic transformation. But it’s vital to keep a healthy outlook on your sales management role and understand what areas you need to improve upon. Whether it’s collaborating with effective partners, nurturing your team with the best coaching and training, or finding better ways to hone your sales strategy and sales enablement techniques, you can sort through the cruft and streamline your approach to sales leadership.
How are you viewing and using your CRMs? What software have you incorporated into your way of operating and planning? How integrated are your various departments, such as marketing and sales? Are they working off the same page? Have you identified the new sales paradigms? Are you abreast of the changes that have occurred in your marketplace? Has your sales force evolved with your customers? These are all vital questions we’ll look at over the coming chapters. The material in this book aims to help you master your role as a leader and manager. It seeks to help you understand that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.