While you constantly measure the performance of your sales team — checking their ability to hit goals and manage their pipelines, you often take the time to measure your own performance as a sales leader.

Of course you do.

Well, OK, maybe you don’t.

One of the most essential traits of a great sales leader is actually taking the time to assess his or her own performance.

That would be the No. 1 quality of a great sales leader. Looking within.

Let’s take a look at five more.

1. You’re constantly aware.

Mobile Sales StrategyGreat sales leaders are not only looking at and stressing over numbers; they’re in tune with where each of their sales reps are with their individual performances. Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

2. You invite feedback.

“What do you need?” “How can we make this better?” “What challenges do you face?”Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust

Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust

A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust with your team.

3. You motivate.

While you hold everyone accountable for reaching their goals, you still find ways to recognize milestones — both large and small.

Just pointing out the top performers based on sales numbers can get repetitive. Find creative ways to recognize people on your team who also are discovering new approaches to the same old challenges.

Also, it’s a good idea to find ways that will help build the core 60% of your sales team. A small percentage in their percentage could be a big driver in top-line revenue.

4. You’re honest.

If things are not going well, your team can count on you to be direct and honest. You openly talk about challenges — avoiding the need to put a positive spin on any discouraging updates.

When you get to this point, your team will be more likely to help you solve any problems.

5. You remove roadblocks.

PD4_3629Along with assessing their employees for cues that could indicate stressors or frustrations, a great sales leader is analyzing ways to remove roadblocks that get in the way of the team’s performance.

Are inbound sales materials inadequate? Do they have the information they need at any given time?

A great sales leaders will be able to provide all of these to their team so they can focus on what they do best: selling.

Want to take that one step further?

Provide teams with the right tools they need to streamline the process.

A good sales team can go out and sell, but they can only do so much if they have to do everything manually.

A minimal increase in sales from the core 60% of your sales team could be a HUGE driver in top-line revenue.

Imagine what a mobile sales tool, specifically designed for them, could do for your numbers.

Frankly, it’s a no-brainer.

Give teams the tools they need and they’ll be able to make themselves and you look better.

So… where do you start?

View our article, “What Kind of Mobile Sales App is Best for Your Team?”, to learn more:

What Kind of Mobile Sales App is Best for Your Team?

 

About J. Rusty Bishop, PhD

I've spent the last 5 years helping great brands create amazing experiences for their sales teams during one on one sales interactions. Helping sales people do their job is my passion. When I'm not working, I am on the ocean fishing in San Diego, Ca.