New Sales Leader—Now What?

You are just where you have wanted to be for the last few years…on top. You have been promoted to the head of sales at your organization. You worked hard to earn the confidence that your CEO and the leadership team placed in you. As a member of the sales team, you consistently exceeded your individual sales targets and, along with your colleagues, met the team goals, quarter after quarter. So why the trepidation at taking the reins?

Let’s take stock of what you have inherited:

The Overall Organization
This has been a good spot for you. You fully support and are invested in the values and corporate culture of the company. And you believe in your leaders. The strategy for growth was created with input from everyone and there is buy-in across the board. You understand what is asked of your team and how your success will be measured. The company strategy is clear and your role as sales leader is directly connected to the achievement of that strategy.

The Sales Team
For the most part, you have inherited a good sales team. They understand and practice what they learned in the solution selling training that was implemented. And the ongoing sales coaching has ensured that the new selling skills are being practiced and becoming embedded in the team’s DNA. 

Now what do you need to do and to know in order to succeed as a new sales leaders?

1. Be Patient
You know you will have to win over a few of the long-time sales folks who were attached to your predecessor. This will take time, especially for those who hoped to garner the sales leader position themselves. They need to understand that you are there to support them and that your focus is on the team’s success. 

2. Be Humble
Don’t be afraid to ask for help. This is not a sign of weakness but recognition that there may be a better way to do things and that you are open to learning and improving.

3. Keep a Long-Term View
It may be tempting to make lots of changes fast—sales targets, compensation plans, new sales technology—but you have far more to gain by keeping the big picture in mind. Work with your team to establish specific, achievable sales goals; change sales compensation plans only with the team’s input and keep it focused on encouraging the behaviors you know can work; introduce new software only when the team is ready and you are convinced it will help your customers and your sales team to succeed.

There are many sales leadership challenges ahead but this is what you wanted. With the right sales strategy, sales culture and sales team, you can do it. 

Learn more at http://www.lsaglobal.com/solution-selling-training/