Leadership traits are always sought after in management and executive positions, but it's less common, and unfortunate, that all companies don't require leadership qualities in new hires within the sales discipline.
One way salespeople can sell more is by acting as a leader. Leaders have the ability not only to lead, but also to easily get others to follow, a helpful skill during sales interactions. They paint a picture of what the future will look like. In a sales application, this means being clear about how the prospect's life will change when they purchase the product or service in question. Leaders identify incongruence between parties so progress can be made. Leaders inject purpose and direction into their relationships - something very valuable in sales relationships.
How can you identify leaders during the hiring process for sales peeps?
Identify those who have led previously. As in virtually any hiring situation, past performance is the best predictor of future performance, so if a candidate has a history of successful leadership, they will probably continue to successfully lead in your company.
Ask good interview questions to identify leadership sensitivity, ability, and past successes:
- What do you think leadership is?
- Tell me about a specific time you led others on a project. How did you become the leader? What was the result?
- Tell me about a time you were recognized for your leadership ability.
- Tell me about a specific situation when you used your leadership skills during a sales interaction with a prospect.
- Who's the finest business leader you know. Why?
- Name one thing your former manager could have done to be a more effective leader.
If you're a salesperson, how can you become a better leader?
Think not only about selling process, about fulfilling needs, and closing the sale, but think about what qualities are needed to move the prospect from prospect status to customer status.
Develop your leadership sensitivity and your leadership skills. Strive to understand leadership from the outside in. Read John C. Maxwell's The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You
When you become a better leader, you sell more. When you hire better leaders, your company sells more.
Lead on!
If you like this post (or don't) please leave a comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, and the financial, real estate, and insurance markets.
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