The Naughty List for Sales Leadership

I’ll never forget the one Christmas I woke up to a sock filled with coal. At first, my 7-year-old body started to tremble in sadness. Until, I realized Santa was playing a joke on me for the many jokes that I played on my sister in the 12 months prior. It was a horrible feeling to think I had landed on the naughty list. It was a rush of emotion that was short lived but still stuck with me after all these years.

In business, there’s no Santa Claus to tell us whether our work has been naughty or nice. It’s just you, your team, senior management and high expectations. If you’re wondering if you’re on the naughty or nice list, you could easily look at your holiday bonus or take into consideration your sales commission for the year. Beyond that, you could look in the mirror and reflect on your accomplishments. Give time to think about how you’ve treated your team, clients and colleagues to better understand where you sit.

If you’re unsure if you’re on the naughty or nice list, we’ve taken the time to share three things that will definitely put you on the naughty list – Here they are:

Blaming Your Team Without Giving Them The Right Tools

I know there are bad sales people out there. I know some people who have gone up the ranks by just doing enough to get by and are unwilling to change their ways. But are you giving your sales team everything they need to excel in an ever-changing sales landscape? Are you giving them the technology they need to succeed in a world that is rewarding those who practice social selling? Are you combining marketing and sales to create the perfect funnel?

If you’re implementing the same tactics as your competitors, you’re dead in the water. Customers need a reason to change from their existing products to yours. Customers need to know that you’re willing to go the extra mile to serve them. Further, customers need to hear your value proposition through a more strategic dialogue than ever before.

To deliver this message, you must arm your sales team with everything from CRM technologies to content assets like one-pagers and eBooks. Because whether you like it or not, it’s always going to be more difficult to cut wood with a hammer than a saw.

Being Late For Every Meeting

It’s one of the most disrespectful things you can do in business. If you’re late for the first meeting, you can be forgiven. In the second meeting, you should apologize. In the third meeting, you’ve essentially slapped your team in the face and said that your time is more valuable than theirs. That’s unacceptable. That’s what lands you on the naughty list and ultimately will drive your employees insane.

Micromanaging Your Team

If you’re hoping to retain your talent, micromanaging them is the first strike against you. The best sales professionals don’t want to be handheld through their problems and challenges. They expect to have a long leash in how they develop their funnel and how they convert prospects into clients.

Instead of lurking over their shoulder, spend time getting to know their style of work and seek opportunities to help them. The difference here is in the word helping versus managing. You need to look for ways to help them do their job better and achieve success by creating an environment in which they can excel.

So tell me, what other things can put a sales manager on the naughty list?