April 26, 2023 – Repertoire Magazine recently sat down with Kevin Brown to discuss what leadership means in 2023 and how we can better dismantle it to the very basics of the idea. Brown is a motivational speaker and bestselling author of “Unleashing Your Hero,” where he redefines the idea of who a hero can be. He created the philosophy of The HERO Effect, which “separates world-class organizations and high-performance people from everybody else.” He’s used this idea to build a platform to help people realize and develop their potential as leaders. Brown breaks down the concept of leadership in 2023, how the “HERO Effect” plays a part, and pinpoints some great habits that any good leader should have.
With all the ways that leadership has changed in the last few years, how can leaders best support their sales teams in 2023? For Brown, it comes down to valuing their teams. The value of the sales team is much greater than the numbers they bring in. With the support of a good leader, sales reps can bring in the numbers that your organization needs.
“The sales leader’s job is to clear the deck of all of the obstacles, all of the business interruptions that can affect sales performance. I don’t want my sales team spending all of their time doing reports. I don’t want my sales team trying to figure out and solve problems within the corporate construct. I want them out there being creative and solving problems for our customers.”
On the flip side of that equation, sales reps have a responsibility to support their leadership as well. It’s important for sales reps to be able to recruit high performers by becoming the mouthpiece of your organization. “The sales performers, the high producers, are the ones who have the ability to be a de facto leader on the team. You can lead from any position – it’s not about tenure and it’s not about the position. Leadership is a personal thing. You’re either a leader of one or a leader of none.”
Creating a winning culture requires the efforts of both sales reps and leadership. Supporting each other in these efforts is the best way to improve your company culture and exceed all your goals together.
Read more in the latest issue of Repertoire Magazine.