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.