You aim to be a world-class sales leader. The first step in your journey is to reframe how you see yourself, and clarify your roles and responsibilities. You are the CEO of a market. This market can include territories, specific customer accounts, verticals or industries, it really doesn’t matter. You are the leader that can coalesce the resources at your disposal.
And therefore, you are ultimately accountable for the success of your market. You are a builder of enterprise value, not a manager of administrative tasks.
As a builder, there are 3 roles and responsibilities that you can focus all your time and attention:
1. Effective Communication – being able to clearly articulate the corporate GTM strategy and your required business outcomes, into digestible information that is meaningful for your team.
2. Resource Allocation – you deploy capital in the form of People, Process and Technology. You also align resources, both internally and externally, to create value for your specific market.
3. Talent Development – you shape and mold your team to maximize their performance potential. You in essence are an advisor and coach.
World-class CEOs also develop simple, yet effective methods to tracking progress. The easiest way to think of effective goal tracking is to break down goals into:
a. Leading Indicators – your controllable actions that highly influence milestones or objectives.
b. Current Indicators – actions that have been influenced over time to become habits. These habits achieve milestones. These milestones are ‘mile markers’ that align to your goals.
c. Lagging Indicators – your destination, your goals.
An important mindset you must instill in your team is clarifying WHAT ultimately are key leading indicators to success? We believe the most important leading indicator you can instill in your team is learning. Learning as an ultimate leading indicator provides your team with the skills, competencies and knowledge to make objective, structured decisions that highly influence great daily habits. Habits over time, reach milestones that align to goals. Let’s get started on our journey to creating strong habits.
: Jamie Shanks
Jamie Shanks is a world-leading Social Selling expert and of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world. View all posts by Jamie Shanks