In this Expert Insight Interview, Nicole Jansen discusses transformational leadership. Nicole Jansen has been coaching and training thousands of leaders and helping them achieve extraordinary results in business and life over the last 30 years.
This Expert Insight Interview discusses:
- Why salespeople often don’t make great leaders
- The skillset required to be a successful leader
- How to better understand the people you’re managing
Salespeople vs Sales Managers
The way people approach leadership is changing and evolving, but perhaps in sales, it lags a bit behind because of the simple nature of how sales often operate. Leaders in sales often come up through the ranks — they get promoted as they achieve excellent results as salespeople.
The unfortunate truth is that sales managers last only about 15 months on average because they don’t tend to be given the appropriate training or guidance even for basic management, let alone high-level transformational leadership.
Being a sales manager requires a very different skill set than being a successful salesperson. To be a successful salesperson, you have to be the achiever, the one driving success. On the other hand, to be a successful sales manager, you have to take your eyes off yourself and build up others.
Sometimes, this is a bit counterintuitive for a salesperson. They’re so used to selling that it is difficult for them to adjust their mindset to the new situation and understand that it is no longer about them.
Focusing on Others
Nicole teaches leaders, business executives, and entrepreneurs that not everything is about them. When you’re managing and leading other people, you need to understand who they are.
This is important in terms of transformation in sales in particular because salespeople tend to stick to an approach that works. However, sometimes a system may only seem like it is working, and it might be time to start exploring other options. This is evident now more than ever, with the different business climate of the past couple of years.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.