In sales, effective leadership and team management are factors that can mean the difference between a high-performing, motivated sales force, and a disengaged, underachieving team.
We recently had the opportunity to sit down with four industry experts who shared their invaluable insights – Marcus Chan, of Venli Consulting Group, Zach Miller, CRO at VanillaSoft, Matt Reuter, Senior Director of Sales Development at RealPage, and Jasmine Martirossian, Chief Marketing Officer with Mercury. From building high-performing teams to overcoming challenges and fostering a positive work environment, their experiences offer valuable lessons for sales leaders at all levels.
Personal Development and Building a Foundation for Success
Marcus Chan’s insights highlight the importance of a strong foundation for aspiring sales leaders. He emphasizes that success isn’t solely built on closing deals, but also on cultivating meaningful relationships and embracing challenging situations.
Networking beyond the org chart
While strong relationships with direct reports are essential, Marcus encourages leaders to extend their network beyond their immediate team.
Even though his success has come as a result of his hard work and determination, he credits his area manager with providing guidance and opportunities for advancement. “During my internship, even though Bill was a couple of layers above me, I still had weekly reports and sales targets that got sent to his office. Plus, he hosted monthly dinners for top performers, and I was at every one of those as an intern,” Marcus says.
Proactively engaging with people from across different departments and various levels can open doors to new opportunities and foster a collaborative organizational culture. Plus, it allows you to notice potential top performers.
As for those starting out their career in sales, Marcus underscores the importance of consistently exceeding expectations and demonstrating initiative as factors critical to success and climbing the corporate ladder.
Fixer roles as a learning opportunity
Marcus highlights the value of embracing challenging roles, particularly those that involve turning around underperforming teams or divisions. These “fixer” roles serve as invaluable crucibles for leadership development. They demand adaptability, resilience, and a deep understanding of team dynamics.
By navigating these challenges, leaders hone crucial skills such as active listening, empathy, and the ability to inspire and motivate others.
Constructive feedback sets the stage for success
Great leaders set clear expectations from the outset.
Marcus emphasizes the importance of providing constructive feedback and fostering professional development beyond just hitting sales targets. His advice for creating a more engaged, high-performing workforce is for leaders to invest in team members’ growth and help them develop a broader skill set.
Navigating Challenges and Fostering Growth
Effective sales leadership requires more than just setting a vision; it demands navigating challenges and fostering a culture of continuous growth.
Transparency as the cornerstone of trust and empowerment
Jasmine Martirossian, CMO and Chief People Officer at Mercury, believes that transparency is paramount to effective leadership.
By fostering open communication and honest dialogue, leaders create an environment where team members feel valued and empowered to take ownership.
Jasmine’s open door policy and approachable leadership style contribute to a high-performance culture where individuals feel comfortable sharing ideas, voicing concerns, and collaborating effectively.
Such an approach builds trust and enables teams to navigate challenges with a shared understanding and purpose, or as Jasmine says, “Transparency fosters open, honest conversations. Many leaders are hesitant to make decisions, but when you’re transparent, people understand where you’re coming from and are more likely to trust your leadership.”
Embracing challenges as catalysts for growth
Jasmine encourages sales leaders to view challenges not as roadblocks, but as opportunities for growth and learning, or in her own words, “I love the complexity and enjoy simplifying it. I’m an achiever, and I thrive on solving tough challenges.”
Her proactive approach and problem-solving mindset enable her to tackle complex situations with optimism and determination.
When they embrace challenges head-on, leaders demonstrate resilience and inspire their teams to persevere, fostering a culture of continuous improvement and innovation.
The power of process and prioritization
According to VanillaSoft CRO Zach Miller, well-defined processes are instrumental in driving efficiency and alignment.
He recommends incorporating practices like weekly pipeline reviews, cross-functional sales meetings with leaders from product, marketing, and services teams, and skip-level meetings to gain insights from individuals across different levels. These processes ensure that everyone is on the same page and working towards shared goals.
Beyond process, Zach emphasizes the importance of prioritizing essential tasks. Drawing inspiration from Franklin Covey’s time management principles, he advocates for scheduling “big rocks” — those high-impact activities that drive significant results. By dedicating focused time to these crucial tasks, leaders ensure that they receive the attention they deserve, maximizing productivity and impact.
Aligning sales and marketing for success
Another factor Zach highlights is the need for alignment between sales and marketing teams.
He believes that successful collaboration hinges on shared KPIs, ensuring that both teams are working towards common goals. By aligning on metrics like pipeline and revenue, organizations can foster a unified approach to achieving business objectives, breaking down silos, and maximizing overall performance.
Hiring and Developing Top Talent
Building a high-performing sales team is a top priority for every company, regardless of its size. However, it requires more than just hiring talented individuals, since it demands a commitment to ongoing development and fostering a supportive environment. Otherwise, you risk high attrition rates and turnover.
Hiring and onboarding salespeople has become increasingly complex, so it’s important to focus on this process and work to simplify it.
Prioritizing attitude and grit
Zach Miller believes that attitude, enthusiasm, and grit are more important indicators of success than mere experience.
He recognizes that while experience can be valuable, it’s the inherent drive and determination of an individual that truly fuels success in sales.
Zach often seeks out candidates with a background in sports, recognizing that these individuals possess the traits needed to thrive in a challenging sales environment. He says, “I like to hire people from competitive individual sports because they tend to have self-motivation and dedication. For more senior roles, I look for people with a track record of success and staying power.”
Investing in continuous growth
Matt Reuter, Senior Director of Sales Development at RealPage, emphasizes the importance of investing in continuous development.
He understands that even the most talented individuals require ongoing training and support to reach their full potential. Matt utilizes a comprehensive onboarding program to equip new hires with the necessary knowledge and skills.
He also fosters a culture of continuous learning through ongoing training sessions, analysis of call recordings for personalized feedback, and even book clubs to encourage the exploration of new ideas and perspectives. This commitment to development not only enhances individual performance but also strengthens the overall team.
The power of recognition
Matt also recognizes the power of acknowledging and celebrating achievements.
Leaders who celebrate successes can inspire a sense of accomplishment and motivate their teams to strive for excellence. This recognition reinforces positive behaviors and creates a work environment where individuals feel valued and appreciated for their contributions.
And these rewards don’t have to be monetary. Matt explains, “The Hulk Smash prize started at a previous company as a recognition award for reps who smashed their quota. It’s now the “RealPage Hammer,” given to the top rep, based on leadership votes. It doesn’t come with money, but it’s a huge recognition motivator.”
Learning from mistakes
Reflecting on his leadership journey, Matt acknowledges the importance of treating all team members equally.
He learned early on that favoring high performers can inadvertently create a negative environment, demotivating other team members and hindering overall team performance. “Early in my leadership career, I made the mistake of favoring high performers over struggling reps. It was pointed out to me by employees, and I realized that if everyone feels treated equally, they’ll give 100%. So, I course-corrected by spending time with everyone and getting to know them personally,” Matt says.
Leaders who create a culture of inclusivity and provide equal support and opportunities for growth can build a collaborative and productive environment where everyone feels valued and motivated to contribute their best.
In Conclusion
These intertwined narratives offer a comprehensive view of sales leadership. It’s a continuous journey of building relationships, embracing challenges, prioritizing effectively, and nurturing talent. Incorporate these principles to cultivate a thriving sales team that consistently exceeds expectations.
