The Power of Sales Leadership and Emotion in Sales
Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. In this blog post, I’m excited to share the insights from my recent podcast episode with John Crowder, the VP of Healthcare with Integrity Solutions. We had an enlightening discussion about the importance of sales leadership, the role of emotions in sales, and the impact of effective coaching on sales teams and organizations.
The Crucial Role of Sales Leadership
John Crowder and I kicked off our conversation by discussing the significant role that sales managers and leaders play in their team’s performance and engagement. We agreed that the number one reason people leave an organization is because of their boss. Therefore, the level of employee engagement is heavily influenced by the boss’s leadership style.
We also touched on the fact that many sales leaders are promoted based on their sales performance without receiving any leadership or coaching training. This is a critical issue as there is a stark difference between managing and coaching. Coaching is focused on improving performance rather than telling people what to do. It involves asking questions and helping individuals discover their own solutions, which is both a coaching and selling skill.
The Power of Belief Systems in Sales and Leadership
During our discussion, we also delved into the significance of belief systems in sales and leadership. These belief systems shape one’s approach and effectiveness in their role. We highlighted the need for effective sales leadership and coaching, and the profound impact it has on sales teams and organizations.
Building Authentic Relationships in Sales
We then moved on to discuss the importance of building relationships and being authentic in sales. We highlighted the concept of message fatigue, where sales reps become tired of talking about their product because they sense that the customer has heard it all before. This leads to interactions that focus on rapport building rather than identifying customer needs and offering solutions.
In today’s business landscape, the relationship part of sales is more important than ever. Being authentic and helpful is crucial in gaining trust and standing out from the competition. However, we noted that authenticity is not often trained or taught to salespeople.
The Importance of Coaching and Leadership
We also touched on the topic of coaching and leadership. We stressed the importance of recognizing and leveraging individual strengths rather than focusing on weaknesses. We discussed the need for leaders to create an environment where people are not afraid to make mistakes and have learning opportunities. We suggested that coaching should be routine and not treated as a low priority task that gets canceled or rescheduled frequently.
We addressed the lack of leadership development and coaching skills in many organizations. We mentioned that over 60% of leaders are left to define coaching themselves, leading to a lack of shared mission and a focus on administrative tasks rather than developing their teams.
Integrity Solutions: Bringing the Human Element Back into Business
John Crowder, the VP of Healthcare with Integrity Solutions, discussed the impressive clientele that the company has built over its 50-year history. Their client base spans various sectors, showcasing their ability to bring value to organizations across different industries. He believes that the reason these companies choose to partner with Integrity Solutions is because the company focuses on bringing the human element back into business interactions.
By prioritizing human connection, Integrity Solutions helps their clients improve their relationships with customers, as well as foster stronger connections within their own organizations. This emphasis on humanity not only benefits professional relationships but also extends to personal connections outside of work.
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.