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5 Ways Sales Leaders Can Support Your Organization

5 Ways Sales Leaders Can Support Your Organization

Organizational improvements are an ongoing process, and each organization has its own specific needs. Sales leaders have a direct impact on the CEO and the organization. Here are five ways the sales leader can better support your organization.

Be Transparent About the Good and the Bad

Sales leaders play a vital role in any organization. They are responsible for driving revenue growth and ensuring that the sales team meets its targets.

Many CEOs didn't come up through sales, so they may not fully understand the sales process or your Sales Operating System™. They tend to only hear about missed opportunities or trends that catch them off guard. However, sales leaders often find themselves in a difficult position when communicating with the CEO.

On the one hand, they need to be transparent about the good things they are doing within the organization. On the other hand, they don't want to appear boastful or self-promoting. The key is to strike the right balance between these two objectives. Sales leaders should take care to communicate the positives in a way that is respectful and humble.

At the same time, they should make sure that their message is clear and concise. By striking this balance, sales leaders can ensure that they are more transparent with the CEO while maintaining a professional relationship.

Focus on Learnings and Insights

CEOs get plenty of feedback about what's wrong with their products from several different parties, and they're not looking for more of the same.

Sales leaders are constantly looking for ways to improve their products and services. They want to know what's wrong with their current offerings and how they can make them better. As a result, CEOs are always on the lookout for feedback about their products and services.

However, they're not looking for issues and complaints. Instead, they're looking for insights and ideas that can create value. They want stories to share and test. So, if you have something valuable to contribute, don't hesitate to reach out to a CEO. They'll be happy to hear from you.

Mind What You're Measuring

As a sales leader, you need to be able to adapt to change quickly. But what do you do when the metrics you're using to measure success are no longer accurate? Business models, customers, and markets are all changing faster than ever, but the metrics don't always keep up.

This can stress CEOs and other stakeholders who rely on these metrics to make decisions. The best way to mitigate this stress is to ensure that operational data guide your metrics. In addition, this data should be used to inform decisions about what metrics are most important to track.

Additionally, the CEO and stakeholders should be involved in the metrics. This will help ensure that everyone is on the same page and that the metrics accurately measure the business's success.

Redirect the Conversation when Necessary

Sales leaders often talk with the CEO about numbers because that's where the CEO likes to focus. The discussion then becomes about how to sell more, faster, and better than in the last period.

However, what gets lost is how to preserve or replicate what's already being done well. Sales leaders need to be able to redirect the conversation when necessary to discuss how to maintain current sales levels or even improve upon them.

Otherwise, the CEO may become so focused on increasing sales that other important aspects of the business suffer. Sales leaders play a vital role in any company and should be prepared to discuss all aspects of the business, not just sales numbers.

Sales Leaders Need to Consider the Bottom Line

In business, the bottom line matters most. There's no way around it. As a result, the CEO is constantly thinking about making money to stay afloat and how to be more successful.

Sales leaders' decisions immediately impact company operations by the sales results they deliver, the product lines sold, the accuracy of orders taken, and their pricing decisions. Sales leaders need to consider the bottom line like any other business leader.

Sales leaders must consider how they can increase revenue and profit margins. They also need to get creative about how they can save costs. Sometimes, sales leaders need to make tough decisions that may not be popular with their employees, but they must do what's best for the company. Ultimately, sales leaders need to remember that they are responsible for the bottom line.

In The End

Sales leaders play a critical role in any organization and need to be aware of how they can support their team. By being transparent about the good and the bad, focusing on learnings and insights, minding what is being measured, and redirecting the conversation, sales leaders can help ensure that their team is successful.

If you are looking for additional assistance in this area or any other aspect of your sales operation, reach out to us. We would be happy to help.

About Gary Braun

Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.
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