Sales Leadership in Restoration and Beyond
Leading a team of business developers, salespeople or anyone that helps drive business growth is an integral part of any business. I want to talk about several habits I’ve picked up and learned from other leaders in their respective industries. There are five major habits that have consistently been outlined as must-haves for successful sales leaders in both developing their teams and driving revenue growth for companies. I will talk about these below!
Always Learning
The first habit is the ability and willingness to always learn. There are always new ways to innovate your business and develop new sales processes. Networking with other professionals and constantly reading about the latest trends and techniques will allow you to pass along a steady flow of information to the salespeople on your team.
Coaching Your Team
A large part of sales leadership is successfully coaching your team. Don’t forget though, part of the coaching aspect is letting your team teach you new things, too. It’s not always the “Hey Bob, I think you over sold the client there at the end, I think we can work on a tighter close.” Sometimes, it’s about listening to what your team members have to say. The best part of a successful sales team is opening the doors for any and all ideas. This truly drives a positive sales environment. You never know where that next “million-dollar idea” is going to come from!
Weekly One on Ones
Part of that coaching process is having weekly one on ones. I highly recommend weekly one on ones or “O3s” with all your direct reports. This ensures that the information that’s being pushed through the team is not only being implemented, but fully understood. It allows for more structured time with sales individuals or managers. This gives them the opportunity to bring ideas to the table and ask the hard questions.
Caring
Additionally, always check in with your people and make sure their work-life balance is good. Being able to show genuine care for your team members goes a long way. It is important to truly be invested not only in their work life, but their personal life also. Set personal and professional goals with your team and go over them one to two times a year. The most successful sales teams have an unbreakable culture, which starts with creating a family environment.
Developing Processes and Procedures
Finally, depending on what type of sales leader you are, this is either the best or worst part of your job. It’s up to you to determine the way your team operates on a daily, monthly, quarterly and annual basis. What you decide to put together as the processes and procedures for the selling process will either set your team up for success or you’ll create a mountain to climb up for them. Continuously working on improving your processes and procedures is extremely important for long-term success, as your organization continues to develop and change.
Not an Exact Science
Leading a successful team of highly motivated and successful sales individuals is not an exact science. However, by following these five habits and constantly improving your soft and hard skills, you will ensure your team has the best opportunity for success. I love hearing from other sales professionals, so please reach out to me and let me know how you lead your teams!
Zack Klein
Director of Marketing and Business Development
225-268-6939
Zack Klein is the Director of Marketing and Business Development at Guarantee Restoration Services. He celebrated his 7th anniversary with the company in June 2021. To connect with him, visit
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email.
