“What separates great from good sales organizations?”
That is the question posed in a recent Harvard Business Review blog post by USC Marshall School of Business instructor, Steve W. Martin. It is also a question take-charge leaders are asking themselves… and acting on every day.
Martin’s answers, Strong Centralized Command and Control with Local Authority; Darwinian Sales Culture; United Against a Common Enemy; Competitive but Cohesive Team; DIY Attitude; They Suspend Negative Belief Systems; There is Energy and Esprit de Corps, are all on target—and quite frankly, all boil down to leadership.
What separates great from good in any organization really? Leadership. Without leadership, the rest starts to fall apart.
A good leader will:
- Know how to find, train and develop high performers
- Turn a group of individuals into a unified team
- Have a comprehensive vision for how systems and processes fit together.
- Provide his or her team with the tools they need to be successful
- Insist on disciplined use of those tools
- Provide a structure and process for review and measurement
- Be available
- Recognize when it’s time to bring in outside help
Partner Effectively
If you’ve got a great product or service and the expertise to run your business but are struggling to reach your sales objectives, it might be time to bring in outside help. Leaders in the sales-as-a-service space, the NuGrowth team is here to help.
We bring the sales leadership, the people, the processes and the systems to help bring your organization to new heights in customer acquisition. Want to explore whether NuGrowth is the right fit for your organization? Give us a call at 800-966-3051 or fill out a short contact form and we will be in touch.
Resources
If you are looking for direction on what it takes to build a successful sales team, NuGrowth has written a number of articles on the subject.
Here are a few to get you started:
- Managing a Sales Territory: Lessons from Baseball
- Five Tips for Building a Successful Sales Organization
- Achieving Sales Velocity Through Specialization
- How to Play With a Real Hockey Stick ( a.k.a. How to Successfully Scale a Business)
