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5 Ways for Sales Leaders to Boost Their Leadership Abilities

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Published on
September 14, 2022

Sales leaders are always looking for ways to improve their skills and become better leaders. In order to be successful, it's important to have strong coaching skills.Coaching your sales team members is a critical part of the job, and can help them reach their goals.As a sales leader, you may ponder why whatever you tell your reps doesn't stick. "Hey, I think you should do this on your next call," you say, and they don't. Why? Think about the distinction between feedback and training.Feedback is telling them what you need them to do. While we learn via observation and feedback, we get the behavior to stick by repeating it. This is when training comes into play.In this blog post, we will discuss 5 ways that sales leaders can boost their leadership abilities and become better coaches. Let’s dive in.

1. Create an execution scenario

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Sales Leaders

We were taught at school how to repeat facts. We held on to something just long enough to pass the test.That isn't always useful for grownups working in sales, particularly when the volume of information salespeople must retain is tremendous.We need salesmen to recollect information in the present and use it inside the context of the interaction, rather than regurgitate it.That means that as leaders, we must establish an environment conducive to execution that encourages recall. Prompts are useful tools for this. Of course, some prompts are more crucial than others.

  • Prompts for discovery: What are the top 7 - 8 questions they must ask, and why?
  • Prompts for objections: What are the most typical objections your sales representatives encounter, and how do you tackle them?
  • Pricing and packaging suggestions: What are the most important details about your company?
  • Competitor Prompts: Do your representatives understand what distinguishes you from your competitors? Do they understand how to engage buyers by asking the correct questions?

Prompts, rather than whole demo scripts, assist representatives in recalling the correct information. It also appears differently for each team. Some sales teams have placemats on hand that they can use.Some sales representatives have sticky notes all over their desks. Others may have saved sales presentations to their desktop. The information is someplace, but getting to it at the correct time is the difficult part.We've all experienced the dreadful silence when you beg your consumer to hold on as you look for an answer.Alore CRM technology ensures that this is not a problem. The same short bite-sized chunks of content containing the information salespeople require are contained in content cards.The distinction is that it is sent to a representative in real-time within the same window and is prompted by the context of the conversation. There's no stopping your stream of thinking or requesting that you hold tight.

2. The process is what makes you great, but the documentation is what makes you renowned

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Here's something no rep wants to tell you. They're waiting for you to leave. They know that if they don't pay attention for four to six weeks, you'll go on and they won't have to learn or do it again.It's the truth, no matter how difficult it is to hear. Because no one salesperson does things the same way, the results are an unscalable, inconsistent, and unfixable sort of sales process.It's recommended to pay homage to the process. Be the broken record and instill the habit of returning to your tools and procedures on a daily basis.With documentation, you can quickly integrate new salespeople. It also implies that you can empower your reps to research the solutions on their own. More crucially, you can incorporate the concept of continual learning.Like how a representative addressed an objection and it was better than what you had in your documentation? Great! Capture and document and everyone wins.Imagine how powerful your team's playbook could be if all of its excellence was contained within it.This is another area where Alore CRM can assist. (Are you noticing a pattern here?) Alore makes it simple to keep content accurate, up to date, and accessible when it is most needed.

3. Concentrate only on the important aspects

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Sales Leaders

Too frequently in sales, we look at the big picture and try to solve the problem by boiling the ocean. The issue is that it can lead you to an altogether different route than the underlying problem.Assume a manager reports that one of their reps' show rate has slipped to 65 percent and that they are attempting to assist the rep in increasing that rate.Is it the show rate that's the issue, or that the rep only arranged four meetings in the last month? The issue is, in reality, the schedule. It's not always necessary to focus on the metric behind the metric.I propose taking a different strategy in this circumstance by identifying your leading and trailing indicators. The leading statistic is the effort, and the lagging value is the execution.For example, in Alore CRM for a prospecting initiative, meetings booked is the leading signal while the pipeline developed is the lagging indicator.

4. Mentor during practice, not just before the call

Managers frequently begin coaching a representative just before the big meeting. Keep in mind! Do not repeat this mistake! Avoid this at all costs! The next thing you know, your rep's confidence has plummeted at a critical juncture.Instead, it should be about preparing reps to execute during client calls. There are no cautions, and nothing new is thrown at them. It's just those easy hints and reminders to keep doing what you've been doing.If you're giving them new things to think about just before the call, it either indicates you've been practicing the wrong things or you're just not prioritizing effectivelyBeing in the right frame of mind to perform also means being able to fully participate in the discourse. Nonetheless, our representatives must take comprehensive notes throughout customer talks.Whether we like it or not, our reps' listening capacity declines, allowing them to spend more time processing what they've heard and then writing it down.Another area where Alore CRM may help is in making every moment count. Although live transcription captures conversations, agents can save critical points so they can focus on the customer rather than taking notes.

5. Keep in mind to mentor the mentor too

The reality is that few managers are trained to coach. They were most likely top reps before being promoted to manager. They end up training on the wrong topics because they lack the necessary training. It's time to start coaching the coach.Part of it includes assisting them in prioritizing what they should focus on, identifying the indicators you want to measure to show growth, and providing them with the resources to do so.Taking it a step further, it's also about assisting them in comprehending those measures. If you comprehend the metrics, you'll be able to identify and correct problems. If you don't grasp the measurements, you'll always be guessing.When it comes to training the coach, you must agree that the ultimate thought is to discuss coaching plans rather than results. Managers are not required to report the results of their salespeople.Why? Dashboards are available for this purpose. Managers should instead explain why the outcomes are what they are and what the mentoring strategy is for them.

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