It is a simple mantra: “Ok leaders talk about the what, good leaders talk about the why, and great leaders talk about the how.”
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Vendux is a matchmaker, an agency connecting companies with proven executives who will step in and make an impact fast. Because our seasoned executives help growth-stage companies by eliminating trial-and-error when building sales into an effective and repeatable process.
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What appears to be an absence of structure, invites everyone to have an opinion. And everyone becomes an expert on how to structure and execute sales, how to pitch to a customer, and to think that the value proposition is really a no-brainer.
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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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