What does a lack of leadership in business look like?
For many, the answer may conjure images of teams in disarray, clients abandoning ship in fleets, and an unattended fire in the break room. While these might be embellished exaggerations, a lack of strong leadership should not be overlooked when considering the potential success or pitfalls of an organization.
In sales especially, many factors can impact the productivity and drive of a team without the proper guidance and reinforced strategies that a leader provides – whether that be prospect rejection, lack of recognition from a big win, or even a disjointed pipeline strategy. However, a leader who is unwilling to treat feedback as a two-way street and accept constructive criticism can be just as detrimental to a sales team’s success. So what constitutes the secret to an ideal leader?
Built In Colorado did some digging. We found two sales professionals who have figured out the art of kindling their teams’ fires while keeping them both supported and engaged. If you’re looking for those kinds of conditions in your career, read on below.
Gtmhub’s Objectives and Key Results (OKR) platform helps organizations improve internal alignment by enabling real-time decision making. As CRO, Eric Marterella is on a mission to make its benefits clear. Below he shares his tips for consistently growing in leadership roles.
What are the key skills or characteristics of a great sales leader?
When I first became a father, I called one of my mentors who happened to be a great parent to ask how she did it. She explained that being a great parent is simply being present with your children when you are with them. Now, as a father of four and managing a global revenue team, it’s without question a journey versus perfection in my daily execution.
I believe there are many parallels between the cognitive discipline required to raise a family and lead a team. Such parallels include respecting that there are days when they may not actually want or welcome your company and looking at every moment with your team/family as an opportunity to learn and celebrate their unique talents.
What have you done to strengthen or improve these skills/characteristics in yourself?
Being curious and asking for feedback from both my team and management peers is something that I constantly crave. I also draft many leader’s teachings from all over the world; some are personal friends and notable figures who have built multi-billion dollar companies. Being open to learning each day is a habit. There are several digital sources, books and podcasts I review. However, I’ve often learned as much by having a conversation with an Uber driver or engaging with an associate checking me into my hotel room.
As it relates to fostering leadership in my community, I have co-chaired a leadership breakfast for over 20 years. We feature speakers from diverse leadership backgrounds focused on learning from one another on how we could become stronger leaders.
Above all, sharing my failures and lessons learned promotes humility and trust with the people who I rely on to support whatever the given mission is.
Add value at every touchpoint with everyone you have the opportunity to engage with.”
What advice would you share with sales professionals who are just starting out in their leadership journey?
I’ll credit some of my mentors and “level 5” leaders in my life to share some of the most impactful leadership mantras I apply with my team. John McMahon taught me to make decisions based on what is best first for the mission, then team, and lastly me. Carlos Dominguez reminds me that being aware of balancing my emotional intelligence with intellect is a daily leadership discipline. Jill Marterella reminds me not to take myself too seriously and knows me the best as we’ve been together since high school.
Lastly, you’ll crave more responsibility and perhaps want a bigger role than you may be ready for. Be gentle with yourself, do your best work in whatever position you’re currently in, and add value at every touchpoint with everyone you have the opportunity to engage with throughout your journey.
Wix is a website-building platform designed to empower any business, community or individual to build their online presence. According to E-commerce Sales Manager Shannon Simpson, being a great motivator starts with clear communication and establishing one-on-one connections with team members to better understand what keeps them driven.
What are the key skills or characteristics of a great sales leader?
Key characteristics of a great sales leader are communication, collaboration and the ability to motivate. When a sales leader is an effective communicator, it allows the entire sales organization to make a positive impact. As a leader, you have to communicate new information, initiatives and significant company changes to your team. Strong leaders ensure that they not only share the details but the “why” behind it. This allows your team to be bought into the company’s goals and feel motivated to execute them.
The ability to collaborate allows a sales leader to have influence in the organization. Leaders know the best results are achieved when everyone feels like they’ve had a chance to contribute. Collaboration allows teams to create an inclusive environment that promotes creativity and an energizing work culture that yields results.
Understanding how to be a motivator is one of the most essential leadership skills. Knowing how each member is motivated allows them to succeed when facing challenges. It also ensures that they feel you have their best interest in mind.
What have you done to strengthen or improve these skills/characteristics in yourself?
As a leader, it is critical to find ways to improve your skills to avoid complacency. Communication isn’t just about how I communicate with my team but how my team communicates with me. In our team meetings and one-on-ones, I always end with, “Is there anything I could be doing better?” This question allows my team to provide constructive criticism, which helps me become a stronger leader.
Collaborating with others always yields the best results. Whenever I work on a new idea or project, I make it a point to get as many eyes as possible. Sales strategies are dynamic, and hearing different opinions is a chance to elevate your team and your process.
Welcome the opportunity to fail forward; it gives you the chance to learn about what works and what doesn’t.”
What advice would you share with sales professionals who are just starting out in their leadership journey?
Not to be afraid of failure. You can create the perfect leadership roadmap on paper, but sometimes those ideas don’t work out the way you want. It is okay for things not to be perfect. If you live your life afraid of failure as a leader, you miss out on new learning experiences and opportunities. Instead, welcome the opportunity to fail forward; it gives you the chance to learn about what works and what doesn’t. It also gives you the tools to face future challenges and fears head-on. As a new leader or a veteran leader, I would advise you to welcome failure with open arms. If you do, you will realize that those failures are tools to lead you to success.
