1.4 Nine Essential Actions of Sales Leaders
These nine actions determine the degree to which a sales leader is successful. These leader behaviors shape the form and substance of this text.
Develop and maintain personal sales mastery and subject matter expertise. A level of sales mastery is required to become a sales leader. Sales mastery includes industry knowledge as well as sales skill. Being a subject matter expert requires continuous effort. (Chapter 1 and Chapter 2)
Recruit (team composition) (Chapter 3)
Inspire and motivate (Chapter 4)
Teach (Chapter 4)
Set the agenda (Chapter 5)
Assign responsibilities (Chapter 5)
Hold people accountable (Chapter 5)
Allocate resources (Chapter 6) and resolve conflicts (Chapter 7)
Make sound (data-driven) decisions (Chapter 7 and Chapter 8)