My guest on yesterday's episode of Meet the Sales Experts was John Moore. We ended up spending much of the show talking about Sales Leadership and the three most predominant types we see:
- Complacency - when the business provides a lifestyle for the Top Executive/Owner
- Heavy-Handed - when they react to events by putting inappropriate pressure on others
- Denial - when they ignore the results, indicators, and opportunities
Of course there are exceptions - those who consistently exhibit strong sales leadership skill. But for the most part, we don't see it very often. The funny part is that the very people who think they are great sales leaders tend to be among the most misguided in this area. It's NOT about the title, folks! Last month I wrote this more comprehensive article on Sales Leadership.
(c) Copyright 2009 Dave Kurlan