It’s the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you’re doing, otherwise you wouldn’t have been promoted into the role.
For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others.
Hitting a revenue target is not the job, it’s the outcome.
The inspiration of your team is only “coin operated” if you’re doing it wrong.
But there’s good news!
Sales leadership doesn’t have to be that hard. There’s a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams.
And in today’s environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important.
The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today’s sales leaders.
Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board.
In the end, you’ll see the holes before they form. You’ll stop chasing, and start growing.