Latest News from Absolute Results
Today we’re going to define the 3 pillars of Sales Leadership, and give you a practical exercise to do today for each one
Sales Leadership is built on three pillars…thinking right, working hard, and being a good person.
In a time of crisis, or challenge, people need to hear their leader’s voice. And the leader’s voice needs to stand out from the crowd, it must sound different, or it’s not a leader’s voice. And it needs to bring three things to the team: Reason, Confidence, and Hope.
Let’s start by defining ‘crisis’. Now for today, can we just call it ‘unexpected challenges, with potentially big consequences’. We are going to look at 3 ways to respond to crisis, but let’s start first with something that we should have all learned in Kindergarten, but probably didn’t… and that’s to build margins in your life.
As we explained in the last two articles, sales team staff dynamics have drastically changed. So have consumer demands, and so has the market. So what hasn’t changed? Three things: Gratitude, value, and confidence.
In times of change, a higher level of sales leadership at all sales management levels is needed to navigate the changes, to equip the sales team to thrive and to deliver an acceptable return to the dealer. Effective sales leadership means developing three key leadership characteristics – vision, courage and clarity.
This article, the first of three, outlines the evolution of the retail car business and the various techniques adopted to manage floor traffic. Twenty-five years ago, consumers had to visit a dealer to get virtually any information. Now online enquiries have become the primary source of dealer opportunities.
