You aim to be a world-class sales leader. The first step in your journey is to reframe how you see yourself, and clarify your roles and responsibilities. You are the CEO of a market. This market can include territories, specific customer accounts, verticals or industries, it really doesn’t matter. You are the leader that can coalesce the resources at your disposal.

And therefore, you are ultimately accountable for the success of your market. You are a builder of enterprise value, not a manager of administrative tasks.

As a builder, there are 3 roles and responsibilities that you can focus all your time and attention:

1. Effective Communication – being able to clearly articulate the corporate GTM strategy and your required business outcomes, into digestible information that is meaningful for your team.

2. Resource Allocation – you deploy capital in the form of People, Process and Technology. You also align resources, both internally and externally, to create value for your specific market.

3. Talent Development – you shape and mold your team to maximize their performance potential. You in essence are an advisor and coach.

World-class CEOs also develop simple, yet effective methods to tracking progress. The easiest way to think of effective goal tracking is to break down goals into:

a. Leading Indicators – your controllable actions that highly influence milestones or objectives.
b. Current Indicators – actions that have been influenced over time to become habits. These habits achieve milestones. These milestones are ‘mile markers’ that align to your goals.
c. Lagging Indicators – your destination, your goals.

An important mindset you must instill in your team is clarifying WHAT ultimately are key leading indicators to success? We believe the most important leading indicator you can instill in your team is learning. Learning as an ultimate leading indicator provides your team with the skills, competencies and knowledge to make objective, structured decisions that highly influence great daily habits. Habits over time, reach milestones that align to goals. Let’s get started on our journey to creating strong habits.

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Related Blogs

May 22, 2020 5:42 am
Coaching Moment: Grow a Network Within Your Portfolio

A study done by Sales Benchmark Index found that sellers are 4.2 times more likely to activate an account based on a referral or an introduction. This might seem like common knowledge to you but perhaps the execution of this is lost in the world of digital sales.  But, given that you likely recognize this, … Continue reading “Coaching Moment: Grow a Network Within Your Portfolio”

May 22, 2020 5:41 am
Coaching Moment: sellers Sharing Insights in Portfolio

According to Forrester Research, 74% of deals are awarded to the sales professional that is first to provide value and insight.  What does this really mean?  Plant the seeds of inception within your customer. The medium through which insights are generated is content. Content in the 2020s can be in various forms: videos, blogs, podcasts. … Continue reading “Coaching Moment: sellers Sharing Insights in Portfolio”

May 22, 2020 5:39 am
Coaching Moment: The Buyer-Centric Social Profile

You are the CEO of a market. Your sellers are the CEO of their specific portfolio. World-class CEOs recognize that people buy from people they like and they trust. People like people, just like themselves. This very simple premise is why your sellers need to build a buyer-centric social profile. Drive accountability with each of … Continue reading “Coaching Moment: The Buyer-Centric Social Profile”

May 1, 2020 5:45 am
W.I.L.L. – What does Ideal Look Like? The 10-minute Coaching 1-on-1

What does Ideal Look Like? (W.I.L.L.) The Key Pillars of Coaching Moments In every 1-on-1, there are 4 key pillars to your new ‘Coaching Moments’: 1. Preparation 2. Decision-Making Framework 3. Eureka Moment 4. Action Let’s take a journey through an example of a best-in-class 1-on-1: