About five years ago, EnerBank USA® established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help us enhance our sales approach. As a result of ongoing “Leveraging Sales Leadership” training, the bank made an important shift in its sales approach.
In a recently published article on salesandmarketing.com, John Harris, EnerBank’s EVP of special projects, offered counsel that in today’s changing business environment you need to be more than the traditional sales manager typically in charge of sales—you need to be a sales leader.
He went on to explain that, “sales managers (as opposed to sales leaders) typically focus too closely on the measurable business results and lose perspective on the underlying factors and causes that produce the results. While the numbers are essential, leaders need to manage people. That means recognizing that as a sales leader and a company overall, you can’t be successful unless your sales team is successful.”
Harris continued by outlining several principles necessary for a strong sales foundation that he’s found essential in achieving or exceeding financial expectations. They include:
Harris concluded by explaining that, “As you and your team are able to master each of these parts in the pyramid, you will see the impact on the numbers. So, you don’t have to manage to the numbers, but instead, you manage to the skills, knowledge, and behavior of your sales team as well as your value proposition and product offerings.”
To see John’s full article, click here.