Back in 2001, best-selling author of Built To Last, Jim Collins, with 21 of his research associates, distilled their research of how good companies became great.
And from this book "GOOD TO GREAT", I'm sharing 3 simple frameworks that sales leaders can use to build great sales teams.
Here's the breakdown:
Level 5 Leadership: Great leaders combine personal humility and professional will. They are ambitious for the company rather than for themselves. They set up succession plans for their successors to achieve greater success, even long before they leave the company. More importantly, Level 5 leaders have the unwavering resolve to do what must be done to make the company great.
First Who... Then What: Great Sales leaders begin with the WHO question before the "WHAT" decisions -before strategy, sales goals and targets. They start by getting the right people on the bus and then figuring out where to go. The right salespeople will be your biggest asset. The best salespeople are self-motivated, and you don't have to spend a lot of energy motivating them to do great work. The key is not to demotivate them.
Stockdale Paradox: Great Sales leaders confront the brutal facts of their current reality while retaining absolute faith that they and their team will prevail over the challenges and difficulties. Great sales leaders know their numbers on the back of their hands. When faced with adversity, they get to the facts with their team and tackle the situation head-on.