Do you know your sales leadership IQ?
Spend a minute and find out
1. Which one of the following do you perform
a. Keynote speaking and/or column writing
b. Conference participation
c. Occasional meet-ups with other industry leaders
d. None of the above—I’m too busy
2. How often do you commit to professional sales training?
a. Every year
b. Every other year
c. Once in a while
d. Never
3. My salespeople receive extra compensation when…
a. They meet individual, specific and frequent sales goals
b. The sales department meets its goals
c. The company has a good year
d. Not relevant. My salespeople receive adequate compensation
4. My salespeople speak with other departments….
a. Often
b. When they need specific information
c. During company-wide meetings
d. In the lunch room
5. When I have a so-so performer, I…
a. Have that person meet with a coach or mentor
b. Shadow that person on sales calls
c. Give the person feedback and another chance
d. Issue an ultimatum: Turn performance around or else
6. My salespeople are…
a. Marketing experts in their field
b. Comfortable with marketing discussions
c. Familiar with the broader issues in their market
d. Focused more on selling and less on marketing
OK, your results are in!
How to score your points:
a = 4__ b = 3__ c = 2__ d = 1
20-24 points, you are a Thought Leader. You understand that salespeople need more than raw talent to perform well: They need ongoing training, marketing expertise, connection with other departments, specific goals and appropriate compensation.
You’re a respected thought leader and your clients see your team as marketing partners in their own businesses.
15-20 points, you are an Aspiring Leader. You take steps to ensure your team performs well, and a few tweaks—such as ongoing sales training—could make all the difference in your sales team’s performance.
Make sure you supply your team with all the marketing information they need to create a sense of authority with clients.
10-15 points, you are a Complacent Leader. You’re okay with your team as is, and prefer to avoid the tough decisions involved such issues as compensation, goal-setting, marketing education and sales training. Be aware that you’re probably missing great opportunities to create a team of superstars, rather than a team of so-so salespeople.
10 points, you are a Challenged Leader. Whether it’s because of company crises, industry slowdown or lack of support, your salespeople are on their own to sink or swim. But never fear! The right sales trainer can bring your natural leadership skills to the fore and help your sales team perform at its best.
Thank you for readying “”Do you know your sales leadership IQ?)Now it’s your turn. How do you score return on objectives, and how does that relate to meeting your sales goals? Please comment…
What’s your most important sales tip? Please comment….