Leadership is so often focused at the executive level for small business as it should be. Yet for sales success, to be able to consistently achieve the small business goals to increase sales requires self leadership for every person on the sales team as well as those in sales management. For many small businesses, the small business owner is the sales management or part of the sales management team.
Great leaders at any level in the organization share some common characteristics as noted in a recent article in Inc. magazine.
Yet what is observed by the followers of leaders are the behaviors and how those behaviors match the followers? expectations.
This leads to the question of how to develop worthy leaders at any level of the small business nd especially within the sales team?
Leadership development from the department to organizational levels is the next generation of talent management where the talents of the workforce from top down are aligned to the organizations? strategies, structure, processes, rewards and people. (Jay Galbraith 5 Star Model). No longer can talent management within small business be isolated to just human resources or to the small business owner. When embraced throughout the small business, a tipping point happens and the entire workforce is now a culture of high performance driving not only increase sales, but all other operations as well.
With small businesses operating with fewer and fewer people, sales success is dependent upon all employees and not just the salespersons. Everyone in the organization is a leader who is responsible for achieving the results through? the demonstration of positive core values.? Their behaviors are a combination of their own emotional intelligence, general intelligence including skills and knowledge, common sense along with positive attitudes and habits.
Each of these capacities could be viewed as a leadership development talent and require some sort of measurement. From those measurements, benchmarks can be established individually to allow employees to become even better leaders and therefore achieve even greater sales success.
If your goal as the small business owner is to achieve greater success in 2013 than 2012, maybe it is time for leadership development in each member of your sales team and then continue those talent management efforts toward each employee in your organization. By taking this action, you will increase sales and have the small business sale success you deserve.
P.S. Good to great leadership begins from within each individual. This FREE webinar on Thursday, January 3, 2013, Be True To You, starts that reflection process with tips as to what is require to create self leadership.
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