12 Steps to Succeed as a New Sales Leader
Posted: Sun Dec 15, 2024 8:42 am
The first 90 days are critical as a new sales leader. Follow these steps to build trust, integrate with the team and generate revenue.
Sam Lanfear
Written by Sam Lanfear
Published on Oct. 21, 2024
New sales leader greeting his team
Image: Shutterstock / Built In
Brand Studio Logo
As an outsider stepping into a leadership mobile phone number list role in sales, you will likely be the only new variable in a pre-existing group that has its own culture, way of doing things and set of key performance indicators (KPIs). Navigating this dynamic is challenging, and requires a delicate balance of introducing necessary changes while respecting the established practices.
12 Tips to Tackle the First 90 Days as a Sales Leader
Learn the landscape
Build trust
Leverage continuous learning
Establish a strong foundation
Understand the nuances of the customer experience
Analyze the sales funnel
Conduct an initial assessment
Build relationships
Identify quick wins
Make gradual changes
Clearly lay out core KPIs
Track progress
It can be akin to threading a needle. You have a clear vision of the improvements needed, which is why you were brought in. However, implementing these changes requires patience and a thorough understanding of the existing team culture. It's crucial to recognize the team's past experiences, both their successes and their struggles, and to build trust gradually before making significant changes.
How do you create meaningful change without disrupting the preexisting blueprint? Here are 12 tips on how to lead your team to improved performance.
6 Things to Do as a New Sales Leader
When you first join a new sales team, your goal should be to integrate with the team, build trust and come up with an action plan. Here are some tips to get you started:
1. Learn the Landscape
Focus on getting to know the current state of the team for the first 14 days. Sit down and write out a 30-60-90 day plan based on what you observe. Even if things need to shift after the first couple weeks, you are better off having taken the time to force thought to paper, and adjusting from there.
Team culture: Observe the unwritten rules that guide daily interactions.
Performance metrics: Become versed in the KPIs that the team values and tracks.
Pain points and wins: Identify what has worked well in the past and where the team has met difficulties.
More on Sales
4 Sales Processes That SMBs Must Automate
2. Build Trust
Trust is the foundation of effective leadership. Here’s how to build it:
Listen actively: Take time to listen to your team, understand their concerns and note what they believe to be working and what is not. Focus on getting to know who each member is and how they operate.
Show empathy: Recognize the team’s efforts and respect their knowledge and experience. You have no idea the trials people faced to get to this point.
Be transparent: Clearly communicate your intentions and the rationale behind any proposed changes. Figure out what you all are fighting for.What is your mission/vision? How will it positively impact your customers and the company? Then, use this as a filtering heuristic for when tough choices need to be made and why you’re making them.
3. Leverage Continuous Learning
In my free time, I love taking in information from industry experts and accomplished business folks. I read a lot of books and articles on leadership and business strategies, listen to relevant podcasts and have taken executive leadership courses at Wharton. Some of my favorite books include The Question Behind the Question, Emotional Intelligence 2.0, Winning with Accountability and Eleven Rings. I also have found the podcasts Founders, Invest Like The Best, The Tim Ferriss Show, Power House and Masters of Scale beneficial. This continuous learning helps me stay informed about the latest trends and best practices, which I can then apply to my leadership approach.
4. Establish a Strong Foundation
Building a strong foundation is essential for long-term success. Sometimes you need to take one step back to take two steps forward. Focus on the core fundamental “little things” that must happen to drive performance. I call these things “Sales Hygiene.” By getting these basics right and encouraging increased effort during the day without necessarily increasing time, you set the stage for sustained improvement.
5. Understand the Nuances of the Customer Experience
Learn the nuances of the customer experience as well as the employee’s experience during a customer’s lifecycle. Understanding the points of the process that cause friction for either the customer or employee is crucial. This insight allows you to make informed adjustments that improve the overall experience and efficiency.
Sam Lanfear
Written by Sam Lanfear
Published on Oct. 21, 2024
New sales leader greeting his team
Image: Shutterstock / Built In
Brand Studio Logo
As an outsider stepping into a leadership mobile phone number list role in sales, you will likely be the only new variable in a pre-existing group that has its own culture, way of doing things and set of key performance indicators (KPIs). Navigating this dynamic is challenging, and requires a delicate balance of introducing necessary changes while respecting the established practices.
12 Tips to Tackle the First 90 Days as a Sales Leader
Learn the landscape
Build trust
Leverage continuous learning
Establish a strong foundation
Understand the nuances of the customer experience
Analyze the sales funnel
Conduct an initial assessment
Build relationships
Identify quick wins
Make gradual changes
Clearly lay out core KPIs
Track progress
It can be akin to threading a needle. You have a clear vision of the improvements needed, which is why you were brought in. However, implementing these changes requires patience and a thorough understanding of the existing team culture. It's crucial to recognize the team's past experiences, both their successes and their struggles, and to build trust gradually before making significant changes.
How do you create meaningful change without disrupting the preexisting blueprint? Here are 12 tips on how to lead your team to improved performance.
6 Things to Do as a New Sales Leader
When you first join a new sales team, your goal should be to integrate with the team, build trust and come up with an action plan. Here are some tips to get you started:
1. Learn the Landscape
Focus on getting to know the current state of the team for the first 14 days. Sit down and write out a 30-60-90 day plan based on what you observe. Even if things need to shift after the first couple weeks, you are better off having taken the time to force thought to paper, and adjusting from there.
Team culture: Observe the unwritten rules that guide daily interactions.
Performance metrics: Become versed in the KPIs that the team values and tracks.
Pain points and wins: Identify what has worked well in the past and where the team has met difficulties.
More on Sales
4 Sales Processes That SMBs Must Automate
2. Build Trust
Trust is the foundation of effective leadership. Here’s how to build it:
Listen actively: Take time to listen to your team, understand their concerns and note what they believe to be working and what is not. Focus on getting to know who each member is and how they operate.
Show empathy: Recognize the team’s efforts and respect their knowledge and experience. You have no idea the trials people faced to get to this point.
Be transparent: Clearly communicate your intentions and the rationale behind any proposed changes. Figure out what you all are fighting for.What is your mission/vision? How will it positively impact your customers and the company? Then, use this as a filtering heuristic for when tough choices need to be made and why you’re making them.
3. Leverage Continuous Learning
In my free time, I love taking in information from industry experts and accomplished business folks. I read a lot of books and articles on leadership and business strategies, listen to relevant podcasts and have taken executive leadership courses at Wharton. Some of my favorite books include The Question Behind the Question, Emotional Intelligence 2.0, Winning with Accountability and Eleven Rings. I also have found the podcasts Founders, Invest Like The Best, The Tim Ferriss Show, Power House and Masters of Scale beneficial. This continuous learning helps me stay informed about the latest trends and best practices, which I can then apply to my leadership approach.
4. Establish a Strong Foundation
Building a strong foundation is essential for long-term success. Sometimes you need to take one step back to take two steps forward. Focus on the core fundamental “little things” that must happen to drive performance. I call these things “Sales Hygiene.” By getting these basics right and encouraging increased effort during the day without necessarily increasing time, you set the stage for sustained improvement.
5. Understand the Nuances of the Customer Experience
Learn the nuances of the customer experience as well as the employee’s experience during a customer’s lifecycle. Understanding the points of the process that cause friction for either the customer or employee is crucial. This insight allows you to make informed adjustments that improve the overall experience and efficiency.