It's the age-old issue facing sales organizations. Sales training and
enablement is focused on the sales team, not the leaders. The prevailing
thought is if you have graduated to sales leadership, you must already
know what you're doing, otherwise you wouldn't have been promoted into
the role.
For most sales leaders, their approach is borne from experiences working
for and around other sales leaders. No formal training. No framework.
Limited understanding of how individual salespeople are inspired to
stay, do their best, and advocate to others.
Hitting a revenue target is not the job, it's the outcome.
The inspiration of your team is only "coin operated" if you're doing
it wrong.
But there's good news!
Sales leadership doesn't have to be that hard. There's a massive
opportunity to stand out from the rest; to be more prepared, more
effective and to maximize the revenue capacity of your teams.
And in today's environment, where the physical and emotional cost of
changing sales jobs is practically non-existent, the ability to recruit,
retain and optimize has never been more important.
The Transparent Sales Leader challenges long-held sales
leadership standards, providing a modern, cards-face-up, science-backed,
easy-to-implement framework for today's sales leaders.
Todd Caponi, author of The Transparency Sale, brings the science of
transparency and intrinsic inspiration to the pages of this book, in a
simple-to-understand-and-implement structure to help you get the job,
plan, strategize and communicate to your team, your bosses, and even
your board.
In the end, you'll see the holes before they form. You'll stop chasing,
and start growing.
