It seems like every workshop, webinar or new book that deals with our challenging economic times, in my analysis the most critical element to understand in effective sales management is the term "leading." This past weekend was Memorial Day in the U.S. and a few of the TV channels played many of the famous war movies, celebrating our heroes and remembering those who served. I came away with one major theme: From generals to privates, in individual situations certain people stood up and assumed a leadership position, making the hard decisions, giving everyone a sense of direction and purpose.
In many business situations, we see executives and sales management/ leaders everywhere standing frozen or scared and not taking action to "direct the troops." While every sales leader should be scared or concerned, taking action is important. The fundamental rules for sales leadership in uncertain times are:
People need to believe in you and your services/products; take advantage of this opportunity to be a leader.
Posted by Ken Thoreson on May 26, 2009 at 4:59 PM
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