Scott Hicks joins the Selling Podcast this week to discuss Sales Leadership. Here are some of the key take-aways...
90's Management Process = Activity vs productivity and the focus of the 90's management style is to manage the process. How many 'x' are you doing this week?
Current Management Process = What are you creating? The focus is to build something and there are many ways to get there. The 90's was about activities and not focused on the productivity. Lead and Lag measures are critical. With that stated, there is a need to connect with people and knowing that not everyone will fit into the standard process but create connections that a prospect or client will need to advance.
How do you unlock potential in your salesforce? Management is NOT leadership. "Grace in the Workplace" is about meeting people where they are. Too many times, leaders are plucked from corporate bureaucracy. Do you want to get out of the "old way" of doing things?... stop hiring based on a system and hire for leadership.
Scott Hicks shares their leadership hiring process.
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