As a sales leader, there is one overarching thought to keep
in mind: It is your responsibility to push your sales reps to greater heights
than they would achieve on their own. Otherwise, you are excess cost.
When it comes to doing this, too many times we find sales
leaders who are extreme. They either want to be their salespeople’s friend
(marshmallow) or feel like they have to be drill sergeants (meanie pants).
I recently conducted a webinar for a group of both new and experienced sales leaders on this topic. Its focus was on sales leadership accountability and as is true with most […]