After 25 years of leading sales teams, I have an “assertive and dogmatic” view of what constitutes great sales leadership that I am “firmly or [perhaps] unduly” adhering to.
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It is the “Paradox of Choice”: while increased choice allows us to seemingly achieve better results, it also leads to greater anxiety, indecision, paralysis, and dissatisfaction.
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Frequently, when speaking with startup founders, I hear the comment, “we are not ready for a sales leader.” The reasoning provided includes lack of funds (“we need to generate some revenue first”), a sequence in hiring (“we are busy hiring AEs and SDRs”), or delays in product development (“the product is not ready for primetime”).
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The first step in ensuring that your remote sales team is motivated is setting up a solid communication structure. Staying connected to the sales team is beneficial to both management and sales reps.
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Rather than trying to get it “right,” leaders need to manage three tensions: allowing employees to work when and where they want vs. expecting constant availability, employees feeling isolated vs. invaded when working remotely, and which practices are possible in a hybrid environment vs. which are rewarded.
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So, what is it? Are we leaning towards the silver bullet or the complicated solutions? And how does that play out in sales and marketing?
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Remote work is a growing — and in some cases, permanent — reality for employees across the nation, and many workers have been embracing the flexibility to work from home during the pandemic. But be aware: Legal ramifications and workplace pitfalls could be abundant if you aren’t careful.
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This is the biggest change in generations in how Americans do their jobs. And many CEOs, Sales Managers and their teams will even be more remote going forward, even though they were already working this way for many years before the pandemic.
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Hybrid CEOs who need to adapt rapidly by creating their ideal environment will build stronger companies and wind up with stronger, more committed employee talent. This is especially true for their remote sales management and sales team members behavior.
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If you don’t make the time and effort to refocus your mind on the positive through introspection, you won’t give yourself the opportunity to grow and develop.
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