Great Leadership is Encouragement of Mistakes
|Tags:||account management, sales management, leadership|
Far too long have management and leaders taken it upon themselves to limit what the teams are able to do, with paperwork and permission it means these sales teams can no longer strive for success.
Regardless of what type of management training you’ve had or the style you adopt if you’ve got a team of sales people tasked with being in charge of account management then it’s now your duty to lift those limits and give them the encouragement they need – tell them to make mistakes.
A recent survey showed what employees were most scared of:
- 28% percent of respondents said their biggest fear is making a mistake
- 18% said they are scared of difficult clients
- 15% percent said they are afraid of conflicts with a manager
- 13% reported being afraid of speaking in front of a group
- Another 13% said conflicts with co-workers are their biggest fear
- Just 3% said they have no fears
Taking mistakes with a positive spin is essential to accepting that when people have a lot of tasks and accounts to manage it starts a process that unfortunately may contain some mistakes along the way.
As the end of year is so close it’s time to adopt that positive attitude and encourage your team to push – cold call more, email more, arrange more meetings, upsell more or basically do everything you can to get those extra deals in.
These limits may already be getting pushed but showing your team that you are fully in support of their account management tactics will result not only in improved rapport but also increased drive.
Including some incentives too are always a great idea - which are not financially based are encouraged, something that involves a trip away or a group event that wouldn't be much fun if a member did it on their own. Push to be different and encourage the team to do the same.
Try New Things
There are many management training programs out there that all emphasise the same style or approach and this is truly evident throughout the sales sector.
However being a team leader or part of a team means you have something on your side – people. The more people you have the more ideas will come from them, from the top of their heads to adjusting another it all adds up to new ideas.
This is an easy task to do with a simple brain storming meeting, it can be fun with food and drinks included but it can also be hugely beneficial.
A prime example of the modern age is the all night hackathons that new tech startups have, they allow for groups of people to work on great ideas all together and treat it as a social gathering.
This is a brilliant rapport builder but it also opens the flood gates for ideas and innovation – without innovation in today’s business climate you’ll begin to struggle very quickly.
The leaders of yesterday are now beginning to lose the dominant market share they once had, learn from them now rather than in the future.
Ultimately giving the freedom of trying new things is showing confidence and trust for your team, they’ll love this and it’ll kick start endless amounts of new innovative and productive ideas in the future.
Drop the Policies
Are policies in place to keep the higher up management happy or for general purposes that involve you showing power and ‘management’?
Chances are they are not; what’s probably even scarier is how the policies are just for show and over time no one even knows what they are and if they exist anymore.
Instead adopt the power of values within the company and team, these values can help to grow the team’s ability to work together effectively but also build rapport.
When values come into play it gives the team the ability to change on the fly, they can create a solution there and then and not go through protocol or consider what is aligned with the ‘policies’ regardless of how much notice is taken of them.
With values the team, including yourself can have the freedom to work with the client to adapt to their needs – account management is about offering products and services that answer the problems the client is currently going through. Drop the policies.
When you give your team the freedom they seek you’ll start to see innovation, productivity, unity and happy clients; all because you gave the team your trust and proved that effective management isn’t about barking but about letting the team do what they feel strongly about.
By: John Perrin