The (not so) Secret Formula to Greater Team Performance

Why Team Performance Always Reflects Leadership Strategy

In organisations of all sizes, team performance is rarely a capability issue; it is a leadership strategy issue.

In the world of sales, your business results are tied hand-in-hand with how your team performs to best meet your customer’s needs. Without strong team performance, you won’t be able to have strong sales results. So, if you want to reach those high and lofty sales goals by the end of the fiscal year, you need to reevaluate your sales team performance by first looking at the leadership of that team to boost those end-of-year sales.

To accomplish this and turn your sales team into a lean, mean sales producing team that works like a finely tuned machine, we need to discuss the (not so) secret formula to creating this better team performance, for which your customers will thank you.

 Authentic Leadership as a Performance Multiplier

 A good team is full of authentic people, but a great team starts with the authenticity of its leader. Read that again. It is a well-known secret that if you want to have a great team, then you need to have great leadership.

Everything starts and ends with leadership. If the leadership of your sales team does not present themselves with the authenticity of their character, then I can almost guarantee you they will not have the respect of the salespeople. People are drawn to leaders who imitate their best qualities (ForceManager, 2021).

Emotional Intelligence (emotional IQ) in Sales Teams Coaching

The world of sales comes with difficult situations, constant objections to overcome, and disputes that need to be resolved the correct way. When it comes to team performance, this must be handled with the consideration of emotional intelligence.

Emotional IQ is essentially the ability to understand and use your own emotions in a way that properly manages and de-escalates the stress of a situation to maintain effective communication using empathy.

This is why training & coaching programs are no longer a “nice to have.” They provide leaders and team members with the self-awareness and behavioural discipline required to lead effectively under pressure.

Investing in Teams Through Coaching & Training Programs

All of these are important to optimise your sales team performance, but this one might be the most important. If you want to improve the performance of the sales results of your sales team, you need to invest in them.

People thrive when their potential is noticed by their leaders. Not only noticed but invested in. If you take the time to build your team, to know their strengths, their weaknesses, and then you even go a step further, investing and mentoring them to develop their skills further, you will see improved performance change. This leads me to my next point…

High-performing organisations treat leadership training programs as a strategic investment, not a cost—because capability compounds over time. 

Growth Mindset as a Strategic Leadership Capability

Your mindset. You must always think forward towards the future. Place your mindset on the growth of your team and your company. What will that look like, and how will your current team fit into that? If you can hold this kind of mindset, you will always look for ways to improve yourself and invest in your team to make sure you all make it to those goals.

The Leadership Framework Behind Sustainable Sales Team Performance

If you can implement these four things into your leadership and the members of your sales team, you will be amazed at the growth that can take place. And you can do it all with balance, focus, and flow. When people follow a leader that is authentic in character, empathises with them, invests in themselves AND the team, and is always growth and future-focused despite the ebb and flow of business… You will be amazed at what this formula can produce.

If you are ready to strengthen leadership capability, align strategy with execution, and build sustainable team performance, explore our executive coaching and leadership training programs at Dreem Coaching & Consulting. Email me at: [email protected], and we will set up a call to explore your needs.

Reference:

ForceManager. (2021, February 4). 4 sales leadership qualities every manager should possess. ForceManager. Retrieved November 21, 2021, 

from https://www.forcemanager.com/blog/sales-leadership-qualities/. 

Melinda. (2021, October 12). Improving emotional intelligence (EQ). HelpGuide.org. Retrieved November 21, 2021, 

from https://www.helpguide.org/articles/mental-health/emotional-intelligence