May 6, 2024- For decades, experts have said that leadership is intangible and therefore un-measurable. But if you look at any great leader, you see that leadership is clearly measurable. Leaders are determined by their followers. No committed customers. No sales leadership.
In business, leadership occurs at all levels – from the executive suite to the shop floor – and at every level in between. Influential leaders, no matter what title they have or role they play, are those with willing followers.
Leadership is merely getting wholehearted followers for a given course of action. Unfortunately, too many salespeople ignore followership and focus instead on being more engaging, convincing, or interesting. Or, sometimes, they even rely on their positional power and end up, not with committed customers, but with agreements at best, compliance at worst, and marginal business results.
Most successful sales leaders prepare for their interactions by establishing a common goal. Leaders understand the difference between goals and strategies. Goals are always outcome-oriented, starting with the end in mind. Strategies are the plan a leader has for reaching a goal.
Read More in the latest issue of Repertoire Magazine.