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Real Talk: Sales Leadership - Giving Direction

One of your most significant responsibilities as a leader is to provide your team with direction and to reinforce those actions. First, find out what they are doing. For example, are they just checking in with your customers? If so, make sure they have a plan for the call with specific resources and information they can share. Now is a great time to do ride-a-longs, observe what your salespeople are doing and saying, and give them timely feedback. Then give your salespeople direction based on what you see. Positively reinforce when they execute well and make adjustments when they don’t. Clear guidance right now is critical to the success of your team and customers.

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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