Jonathan Swartz, Director Azure Sales at Microsoft is big on developing outcome-based leaders.
Many people in sales management positions focus on the how (KPIs, sales process, CRM) to the detriment of the why (targets, goals, vision).
Ask yourself which people are more motivated by: Is it the ‘how’ or the ‘why’.
Your sales team are going to be more motivated by the why rather than the how.
Jonathan gives a great analogy where he compares outcome-based leadership to breaking rocks.
If you want people in your quarry to break a large rock:
You can’t tell the team how many swings of the hammer it will take
You can’t know because each rock is different
You have to tell why breaking that rock matters then stand right back
Great leaders create followers who trust them and are trusted by them.
Give them the outcome vision sales goals, set the parameters and process, trust them to get there.
So what will it take to develop outcome-based leaders in your team?
Check out the episode now to learn Jonathan’s ideas for your outcome based leadership.
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