Episode 17: The 4 Critical Outcomes of Successful Sales Leadership

In this final episode of the 'building effective sales leaders' series which outlines the four key habits that drive the success of sales leaders, Ben provides practical advice on the next steps that sales leaders should take to implement these habits in their day-to-day team management. 

The four key habits that build successful sales leaders:
- implementing a sales process,
- focusing on the key levers for peak performance (The Team STEP Model),
- using The 3-Box Model for measuring metrics, and
- a long-term focus on training. 

In the early stages of implementing these habits, there are three signs of life that sales leaders should look out for. The first sign is that the team is meeting enough people, which is an indication that energy levels are up, and good information is being put out there. The second sign is that the pipelines are building towards targets. The third sign is that teams are engaging each other in closing deals, indicating that they are working together and talking through projects.

By following these best practices, sales leaders can build high-performing and engaged sales team that consistently drive revenue and profits. 

0:00 Intro

1:44 Recap

3:35 What do you NEXT? 

4:35 Scheduling Half Day Events

5:07 Building the Sales Process

07:21 Building The Team STEP Playbook 

10:23 Building The 3-Box Model

11:51 Building a Training Program

12:58 What Should You Expect from Your Team?  

20:44 Wrapping up the Series on Effective Sales Leadership

22:41 Health and Wellbeing Tip

Don't miss next week's episode where Ben speaks with special guest Collin Mitchell-VP of Sales @ Leadium, where they'll deep dive into sales prospecting and converting activity into leads.