A new sales management role is exciting and challenging. Your success hinges on jumpstarting your new sales team. In the last couple of weeks, we have discussed getting started with a collective, descriptive vision. We talked about proving your sales reps’ beliefs. This week, we’ll review the roles of authority and influence to help enact change within this dynamic.
Using Your Authority
This is a double-edged sword. Your boss typically has paved the way for you as an authority. This designated authority allows you some flexibility to enforce some change. Lean too much on this authority, and your team may resist. And your jumpstart will be more like a sputter. You’re better off jumpstarting your new sales team by…
Balancing Authority with Earned Influence
Earned influence. This starts when you help the team set a descriptive vision. They see that you listen to them. You show that you value their opinions and how they go about their process. Coupled with the authority given to you, this earned influence will speak volumes to your salespeople. They, in turn, will be invested in your suggestions to make their sales process better. And they’re more open to the change that may accompany it.
Jumpstarting your new sales team is challenging. With patience, listening, and curiosity, you’ll lead your new sales team to sustainable sales success!
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