Great leaders are masters of communication. That means they:
- Understand that for communication to be effective, it needs to move both directions
- Welcome incoming information from their team about what is working and what isn’t, and are quick to understand how to turn that information into action
During coaching and communication sessions with the Sales Manager, Sales Leaders will focus the time around looking together at progress, deal flow, conversion rates, and pipeline staging. In contrast, when meeting with the rest of the sales team, there will be a greater focus on processes and tools. The Sales Leader will provide the team with insights that they have gained from their data, breaking down complex sets of information into easily-digestible pieces that can be immediately turned into action items.
Managers tend more toward one-way direction versus two-way communication. Their focus is on the “here and now”. Expect the Sales Manager to dictate how goals can and should be met faster, rather than eliciting feedback. While this can seem like a breakdown in communication, it’s more common that this method is drawing from the experience of being in the salesperson’s shoes and having a prior understanding of their needs, rather than ignoring them.
When hiring a Sales Leader, look for someone who is as keen at listening as they are at speaking. Give them feedback during the interview process and see how they handle it. Is it just passing between their ears, or are their mental gears turning, deciding what action should be taken with the new information that they have?