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Develop Subject Matter Expertise

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J Cameron Baird
August 17, 2022

Equipping the right Skills for Sales Leadership

 

“As a leader, he doesn’t know what really goes on with us here on the front lines.”

“Her leadership style doesn’t understand the nuance of how our product/service works.”

Have you ever heard such sales leadership accusations being expressed?

Have you ever felt the same leadership issues about your own bosses?

 

Here are some of the very real situations leaders of the companies find themselves struggling with:

  1. The moral authority to lead is undermined when leaders lack industry experience or expertise. 
  2. Lack of experience with the methods, tools, and technologies of leadership undermines a leader's moral authority.
  3. Inexperience with basic work processes makes it not possible for a leader to inspire visions of the future in those he or she leads.
  4. When sales leaders lack industry expertise, it is difficult for them to assign meaningful responsibilities. 
  5. Inadequate expertise with the leadership methods, leadership tools, and technologies that enable leadership neutralize a leader’s ability to make an impact. 
  6. When team members judge a leader’s expertise to be inadequate or immature, it erodes their confidence. Eroded confidence in a leader’s expertise hampers an employee’s ability to be fully engaged and to follow the leader.


    If you liked this content read more about Leadership skills qualities and principles HERE.

What is Leader Enablement?

Sales Leadership Qualities

 

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Global Sales Leadership Crisis

 

Why Leadership Skill is Lacking but Sorely Needed

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10 Leadership Problems Your Organization May Face Right Now!  Sales Leadership Training - Griffin Hill

10 Leadership Problems Your Organization May Face Right Now!

Based on Case Study research by Griffin Hill, here are 10 leadership problems most companies are facing right now! The result of one or a few of these problems is a disengaged workforce.

 

A disengaged workforce is responsible for poor productivity and low-performance results, soaring costs, and eroding profit margins.


Gallup argues the cause of these abominable results is the poor quality of leadership. Learning about 9 essential leader behaviors can help. The good news is there is hope for developing a new generation of leaders.

 

Summary of problems:

 

  1. Everything about management and leadership is changing as baby-boomers exit leadership roles in record numbers. According to Pew research, more than double the number of baby boomers retired in 2020 as compared to 2019.
  2. Mature leaders have habits that are considered out-of-date by their younger peers and employees.
  3. There are not enough Gen Xers to replace exiting baby-boomer leaders.
  4. Bright but unprepared Millennials are expected to fill leadership roles beyond their experience.
  5. The mentors that might have helped these younger leaders to be successful are not available—having retired or been pushed out.
  6. The global leadership transition is eroding employee engagement, productivity, and profits. Gallup calls it a $7 trillion problem.
  7. The lack of experience with leadership methods, tools, and technology is
    neutralizing the promise of otherwise bright and capable leaders.
  8. CEOs are experiencing a rapid and inexorable change in business culture as younger leaders flood into positions previously occupied by an older generation.
  9. CEOs are unsure of how to develop and grow their younger leaders.
  10. Organizations that are ahead of this leadership crisis curve will establish a
    competitive advantage as they outperform their peers.

Ultimately, this is a problem of developing leaders capable of handling the problems of the future.


This new generation of leaders is bright, capable, and full of ideas. They simply lack the mentoring, training, and development for which they yearn. The essence of leader enablement is to take managers and leaders, oozing with the outward talent and potential for leadership, and provide them with methods, tools, and technology to exploit their natural ability and keen intellect.


Learn more about an exclusive leader enablement course for C-level executives. Or schedule an appointment to ask questions.

 

  1. Develop subject matter expertise
  2. Recruit
  3. Inspire and Motivate
  4. Teach
  5. Set the agenda—establish the strategic directing
  6. Assign responsibilities—implement the strategy
  7. Hold people accountable
  8. Resolve conflicts
  9. Make sound (data-driven) decisions

 

If this interests you, learn more about leader enablement and the nine essential leader behaviors or schedule a call to get answers to your questions.

 

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