The Agile Sales Leader Playbook

The Forward Thinking Podcast, Powered by FCCS

In today’s fast-paced sales environment, sales leaders must possess the agility to adapt to a variety of situations. A rigid approach to leadership may have worked in the past, but it won’t work for companies that are going to succeed in the future. In this episode of The Forward Thinking podcast, host Stephanie Barton, VP of Marketing and Communications at FCCS welcomes Regional Vice President of Sales for Richardson Sales Performance Reuben Wilson for a conversation about sales challenges, capabilities, and more. Reuben will be speaking at the upcoming FCCS 2023 Sales Leaders Conference and has joined the podcast today to discuss the core capabilities that are required to lead winning sales teams. He offers advice about agility as it applies to sales leadership, tactics for embracing an agile mindset, and ideas for successfully engaging teams in powerful conversations.

Episode Insights Include:

The impact of agility on a sales team

• Recent shifts have resulted in worldwide supply chain disruption, economic uncertainty, and pricing volatility.

• The pandemic exposed vulnerabilities in organizations that have required a rethinking of operations.

• The average B-to-B decision now includes up to 10 involved decision-makers.

• A rigid approach to a constantly changing world simply does not work.

• Agile sales leadership can be defined as a way to swiftly and effectively switch between various roles and responsibilities.

• Sales leaders need to be able to guide their teams toward an objective and provide a plan during critical phases.

Overcoming the greatest challenges of a sales manager

• Managers have to effectively determine which deals to prioritize and pursue.

• An increase in salespeople requires more management, which means less coaching time per team member.

• The volume of data requires an increase in processing and attention, which managers don’t readily have.

• Managers need to recognize that they have a strong role to play in helping their organization adapt to rapid changes.

• By embracing agility, managers can approach each interaction as an opportunity to identify the next steps effectively.

• Ongoing communication encourages agility and intentional coaching.

The capabilities of a successful, agile sales leader

• Four core categories, including coaching, deliberate sales culture, motivation, and driving toward performance.

• Culture is a combination of where you came from and where you are going.

• Effective culture drives accountability, strengthens management disciplines and skill development, and engages the team in productive meetings.

• Effective managers get to know their people through world-class one-on-one meetings.

• Managers understand whether their sales professionals are motivated by achievement, power, or affiliation.

Building relationships with powerful conversation capabilities

• Vital conversations need to be fair and balanced.

• Managers need to enter the conversation with a game plan and supporting data.

• Conversations can solidify relationships and address problems.

• Leaders should always model the behavior that they want to see in their employees.

Mastering the pipeline review

• Pipeline conversations address growth business and potential.

• Addressing the funnel will identify desired outcomes and action strategies to achieve them.

• The shape of the pipeline can help identify the needed skills for a team.

• Industry conferences can offer advice to help successfully navigate pipeline conversations.

Portrait of an Agile Sales Coach

• An agile leader should approach their coaching in sprints.

• Short bursts of activities are key to successful agility.

• Effective leaders who have mastered an agile leadership style can model effective interpersonal behavior.

This podcast is powered by FCCS.

Resources

Learn more about the FCCS 2023 Farm Credit Sales Leaders Conference- https://www.fccsconsulting.com/conferences/sales-leaders-conference

Connect with Reuben - Reuben Wilson

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