Create A Winning Sales Culture | Leadership by Example

 

“Leadership is not about titles, positions or flowcharts. It is about one life influencing another.” John C. Maxwellleadership

A key characteristic of a winning sales culture is the prevalence of people who inspire others with their actions and personal conduct and leadership. They are de facto leaders who wield a significant amount of influence in the workplace. For this article, we will call them “key players.”  These individuals thrive when the business creates a positive environment which consists of mutual respect, trust, open communication and collaboration.

From an organization standpoint, key players do not have official titles of authority, but nonetheless provide important leadership for the business on a day to day basis. These folks are customer focused; they consistently do the right things the right way and are the perfect teammates. Key players are a compelling influence on their peers and, through their seemingly routine daily actions, inspire others in a way that will lift the team’s overall performance.

The people who fulfill this role inside the organization are not necessarily the very top sales persons; however, they are reliably solid performers. From a performance standpoint, key players are very well balanced. These inspirational leaders can be counted on for providing consistently excellent customer service, delivering solid sales results and, most importantly, exhibiting outstanding teamwork. Other employees respect and look up to them and thus, they are a very influential and charismatic presence inside of the business. Among this group of people, you will likely find the future candidates for positions on the sales management team.

Ironically, these key players may not even recognize their value to the organization; they may not understand their critical role in inspiring others through their seemingly routine daily actions.  On the other hand, it is not surprising that these individuals would not be pretentious, nor fully aware of their significant positive impact on the business.  After all, our key players are simply operating consistent with their real character and internal value system; this is their business as usual behavior.

These employees represent the heart and soul of the firm and must be recognized and appreciated by the organization’s management leadership.  As the business leader, it is imperative that you acknowledge the contribution from the key players, and that you nurture and stay close to them.

Your key players lead by example in a way that inspires their peers in a positive manner and, as a result, are a very powerful positive force. This energy will be leveraged by insightful business leadership to improve overall team performance in a winning sales culture!

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