MANAGING in the

NEW WORLD

There could be several reasons why sales leaders fail. One could be a lack of personal vision or even the ability to execute the readymade corporate strategy. A damaging culture may exist within the firm which hinders effective leadership. Some of these sales leaders may also be poor at talent recruitment and the subsequent management of the staff. Not only do such factors hinder growth, they have longer term debilitating effects such as reversing the debatable decisions taken up by the leadership. It takes time to identify the replacement and set correct the sales team. Also, a victim culture pervades such teams so the culture must be rebuilt from scratch. To rectify such broken teams, a fresh vision must be adopted. This vision has to be communicated clearly to the members. The team must also accordingly be rebuilt beginning with a new sales vice president with a greater sense of integrity. Finally the sales support must be streamlined with the rewards system.

Source:https://hbr.org/2017/01/ineffective-sales-leaders-can-cause-lasting-damage?

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