Here is a big idea:
I suggest that the competitive edge within a sales organisation comes down to equipping leadership capabilities into all levels of the organisation, at a faster rate than the competition.
The problem is that leadership capability is often lacking at most layers of the organisation, let alone permeating all levels.
Let’s centre our attention on the following definition of leadership:
Ability, power -possession of the qualities required to do something or get something done;
This definition ignores positions of leadership, management and titles; it is focused only on the ability to execute and “get things done”.
…and this is where your edge comes in.
Equip your sales staff (all of your staff) with leadership capability; so that they can execute at levels high enough to deliver your strategy and outpace the competition.
This is not management training.
This is ownership, empowerment, self-leadership, high skill base, intrinsic motivation, development and investment into your people…
Empower their thinking to embrace ownership, accountability and responsibility and discard blame, denial and excuses.
Equip them so well that they eclipse the performance of your nearest competitor.
It doesn’t need to start at the top of the organisation and cascade down (although this would help); start wherever you are.
Leadership of this kind is not ‘top-down leadership.’
You could be waiting for years for this to take hold. So don’t delay, start with yourself and then continue with your people.
It’s always the minority that create the biggest change.