Knowledge Center

Setting clear and manageable goals is crucial for 2021. HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets last year. The events of 2020 have certainly changed the way sales leaders plan for the on-going year. To keep businesses operating and growing, they must address the factors preventing them from reaching their revenue targets in today’s market.

Is your organization utilizing sales assessments for your leaders and managers? I believe it’s time to turn your attention inward; all it takes is a brief look within the talent management practices of the organization to answer this question.

Sales leadership is quickly beginning to be recognized as one of the attributes that can turn average organizations into high-performing ones. While sales leaders still focus on numbers and statistics, their priority is now to be mindful of what drives their people, to ensure they feel inspired and empowered for optimal performance.

Here are 4 top qualities that we believe sales leaders need to demonstrate in 2021-

1. Strategic Leadership: Great sales leaders possess the knowledge to correctly deploy field or inside salespeople, to segment the market into verticals, and to specialize sales teams by product or customer types when necessary. This helps explain why there is almost a 50-60% quota performance gap between high-performing and underperforming sales leaders.


2. Coaching Mind-set: Good leaders not only have the ability to coach, but they enjoy doing so. They do not resort to an authoritative dynamic towards their sales teams. Coaching is more about developing each member of your sales team to take on increasing levels of responsibility and ownership to get things done. They’re not just managing people to be excellent sellers; they’re also shaping them up to be future sales leaders.


3. Attentive Listening: It’s how they uncover their customer’s problems, which they need in order to formulate a better, more personalized sales pitch. Aside from that, they’re also keen to their team’s challenges. They don’t just hear what their sales reps talk about during 1:1s, they’re also aware of what’s happening outside of their sales meetings when it comes to their team’s performance.


4. Empathy: Successful sales leaders are understanding and take time to empathize with the unique circumstances of each team member. Knowing your team and concerning yourself with their success means managing each of them differently and helping them overcome obstacles as they come. You must listen, but then you have to take action. If you don’t act, your team notices.

Accurate information drives effective strategies. Unlike generic assessments, our sales assessments that has been used by over 800+ clients globally, measure the drive, motivation, leadership skills, management attributes and FIT of a sales leadership candidate to specific performance metrics. Once you have that kind of visibility, you’ll know which of your candidates have the right fit to perform and succeed.

To know more about how we are helping sales organisations develop exceptional sales leadership, reach us at https://www.learngage.com/Assessments.html.