We all watched the magical and inspiring Toronto Blue Jays run to the World Series in the fall. In a time of economic uncertainty and turbulent times they united a country. They were a team in every sense of the word; no egos, injured, vulnerable and all stepped up at different times. The thing that differentiates professional sports teams from our work teams, vulnerability. They all bought into the vision and executed.
As I launch my new consulting business I reached out to one of my former sales directors to get his feedback on my website trainsellwin.com. We had an amazing discussion, bringing us back to where we were before when we went our separate ways due to a massive restructuring. He made the analogy that our sales team was the Toronto Blue Jays at the time. We stepped up even when not asked , helped each other, respected one another and appreciated what we each contributed to the team. There was no competition created internally amongst us. When he asked me if I was interested to take on the largest customer in North America, I didn’t blink. It helped me to continue to grow.
Sales Leadership is not a business function that you outsource on a fractional or part time basis. In my early days at IBM we encouraged companies to outsource what was “non core“ to their business. In today’s highly competitive business climate your customer relations are the most valuable assets that you have. Relationships in general are the biggest assets we have in both business and in life. There may be an ability to “fit in” and have some short term impact, however long term sustainability comes with integration and belonging.
As we move forward in an AI hyped world, your sales reps ability to become a trusted advisor will be your competitive advantage. AI will likely replace the more transactional sales reps that do “busy” but not productive activities today. They need proper coaching with someone that has a stake in the game to get them there. It’s okay to hire an outsider to be the catalyst of change. There is also a good chance that the right sales leader is already on the sales team and has the respect needed to make the team successful. Bad Sales Leaders are fractional at the best of times. Every coach needs a coach.
I advise businesses to take the time and make the investment to hire a good sales leader that can navigate your company culture or better yet, identify that utility player on your team to become that person that has access to a coach to help them ignite and lead a team with proper coaching to get them there. The coach’s job is to see the best in people, who have not often seen the best in themselves. A majority of coaching is helping them get out of their own way, not intervening and getting in their way. The good sales people know when to ask for help, and a good sales coach know when to step in or back off.
“It takes everybody to win.”
“If we lose and the fans still stand by us — that’s real love.”
“If it’s tough believing what you believe, then maybe it’s time to move. But if you are someone who militantly enforces your opinion about anything, then you need to get out of town.”
John Schneider, GM Toronto Blue Jays
Deciding on whether to hire or outsource can be a tough decision. I recommend to my clients that you make the investment and find the right person.
Charley