The people you hire will do creative work despite your management style, sometimes. Or they might do it in spite of your approach, rarely. But the most likely way to get the work you seek is to earn it, to...
|Scooped by Michael Kristiansen|
Interesting how creativity is applied by employees either because of leadership or rarely in spite of leadership. This leads to inspirational leadership.
If you have a team of sales people who must sell the appointment and then go the prospect to make a sales presentation, the team's individuals have to great at both and manage their time optimally. Leadership must foster, reward, and share creative techniques to better the team overall.
Specialization can help a business make best use of the sales team's individual members by delegating the sales process to those that are best at getting the appointment and those who should be making the in person presentations. This may optimize sales results.
However, if having a sales team means each member should be spending as close to 100% selling, then the emphasis of the leader is to focus the team on only those activities, getting better prepared for the sales call and making sales calls.
A solution to making that happen could be to partially or fully outsource the appointment setting activity to experts who can consistently keep your sales team in front of more prospects, and doing a better job at closing deals. You can learn about what we do to make that happen at Intelemark, the virtual call center team does this kind of work for businesses who need access to top decision making execs.