Sales Leadership in the New Normal World (5 of 6)

The Do’s and Don’ts for Dynamic Sales Leaders

Selling in today’s fast-paced, hyper-competitive, obstacle-ridden world can be daunting. I observe high performance sales teams that win, even against the most overwhelming odds, have sisu. Sisu is the Finnish word for unbending will, unwavering and unapologetic perseverance. Sales Leaders who guide these growth teams know it takes extraordinary insight to stay on track. Fresh insights are born when we we’re open to new ideas.

Be a learner

Don’t wait to be taught

Our bookshelves are filled with multiple formulas for leadership success. Yet, is there something more foundational than the recent fad that provides insight into balancing the demands of daily decision-making?

Note: To start reading this Series from the beginning, please go here.

I observe that sales leadership is less about being taught – it’s more about being a learner. “Book-knowledge” that limits our ability to think out-of-the-box, is fast becoming an obstacle rather than an advantage.

Developing the ability to absorb and use the skills, knowledge and technological advances of the modern era will give you a distinct advantage in coping with extra-ordinary challenges.

Do lead by example

Don’t be a formal authoritarian

Sales Leadership is less about the exercise of formal authority, and more about the expression of moral authority. Leading from the front—setting the correct example through diligence, honesty and integrity—is something all leaders should integrate in their leadership kit. A virtuous leadership style seems old-fashioned, but it is a successful strategy that is strongly recommended by French-born lawyer, Alexandre Havard, author of the book, Virtuous Leadership: An Agenda for Personal Excellence . According to Havard, virtue, meaning strength or power, is the force that allows leaders to do what people expect of them and form the cornerstone for building relationships, both personal and professional.

SALES GROWTH QUESTION: What are the most valuable contributions you have recently received from your team members?

SALES GROWTH LESSON: Your team members are there for a purpose. Use this support system to strengthen your leadership role.

NOTE: As an EBITDA partner, I invite you to also read our partners’ regular blog posts.

May 7, 2012 | Filed Under Uncategorized | Leave a Comment

Ethical Sales Leadership: Purpose (4 of 5)

In the previous posting, I listed some guidelines for leaders and sales teams committed to doing business and selling ethically. Transformational Leadership

As I read these guidelines, I’m thinking, “Easy enough, isn’t it?”

But according to Objective Management Group (OMG), in an assessment of over 500,000 people, the need for approval is the second most powerful and most common weakness affecting the way we do business and how we lead. It’s the belief that we must get approval from the significant people in our lives, including bosses and clients. Shockingly, it affects 45% of us in leadership and sales.

This blind spot has a disastrous impact on our ability to respond wisely and ethically to the myriad of critical leadership decisions. We end up making decisions based on the approval of others versus doing what’s right and earning their respect.

For example, according to author Daryl Green, some of the telltale signs that you are allowing your need for approval to negatively influence your capacity to lead in an ethical way are:

Twisting critical information so people won’t be upset with you
Taking personal credit for group accomplishments
Not focusing on the common good of the organization
Failing to get to the root of a situation for fear that you’ll hear bad news
Fearful of taking personal accountability for the behaviors & results of your teams

Dr. Bill Lawrence of Leader Formation International examines the broad impact of the Need for Approval blind spot on leadership. He writes that this blind spot causes people to forfeit the purpose of the organization for fleeting things like position, people, and peace. Long-term respect is traded for short-term results.

How do you handle your need for approval? Where might it be impacting your purpose, your team’s purpose or your company’s purpose?

And what about those on your teams? Are there situations where they might need strengthening to be more energized by respect than approval?

Sales Growth Question: Where are some other places where the need for approval blind spot might be hiding?

Sales Growth Lesson: Focus on the purpose.