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LEADERSHIP IN SALES

In the past, sales managers were usually distinguished by the fact that they themselves were once particularly strong salespeople. A certain sales DNA is still needed today, but it is no longer sufficient.

The demands on sales managers have changed dramatically and the role has become much more complex. In order to be an effective point of reference and to lead successfully in sales today, here are some of the few requirements one must meet:

  • Inspiration and attractive target images to realize target congruence

  • Empathic relationship skills and establishment of a culture of trust

  • Contact strength and networking ability

  • Consistency in action

  • High level of communicative maturity to meet diverse target groups at their level

  • Ability to move to a higher level of complexity in order to place challenges in an overarching, strategic context and to convey a sense of purpose

Anyone who meets these challenges with a focus on numbers and control mechanisms alone is highly likely to fail. Only absolute top executives can meet these requirements.

The good news is: much of this can be developed and can also be transferred to the team. Therefore, today more than ever, an agile mindset is needed to be open to these new requirements and to realize the transfer of responsibility and autonomy to the team. Then the prerequisites are given to successfully lead sales units with high psychological attractiveness.

As part of our development program, participants work on the following key topics:

  • Success factors and self-image of successful sales managers

  • Situational leadership

  • Professionalization of communication

  • Impulses for the mindset of employees and the culture of the sales unit

  • Avoiding the delegation trap: Transferring the mindset to the team through coaching and delegation

  • Ability to move to a higher level of complexity to place challenges in a higher-level, strategic context and convey meaning

We offer sales leadership as a multi-module program of 3 x 2 days. We will be happy to adapt the focus to the needs of your sales department.

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