THE 7 FATAL FLAWS OF SALES LEADERSHIP

Some context before diving into the Fatal Leadership Flaws.

I was the worst salesperson in the company.

I was new to sales, and I'd made exactly $0 - for several months running.

Out of 119 sales reps, I ranked 119th.

I remember sitting in my car in the rain, wondering how to make a living.

How would I support my future family?

At that moment, my gas light came on: E. Empty.

I looked at that glowing E in the darkness and thought, "That's exactly how I feel… empty."

A few minutes later I received an Unexpected Invitation.

My boss called, and we chatted for a bit.

One Great Example of Sales Leadership in my 3 decades in Sales

My boss sensed I was down and asked me over for dinner that evening. I gladly accepted.

After dinner, we moved to the den. I remember it vividly.

There was a fire in the fireplace. He sat in his chair of prominence while I sat in the smaller chair across from him.

The Turning Point

"Chaz, are you sick and tired of not making sales?"

Without hesitation, I responded, "Yes!"

The job was 100% commission, and I had zero - zip - zilch - sales.

I had no income, and it was affecting all areas of my life.

I'll never forget his words: "Chaz, you can be the company's number one salesperson."

“BUT…you've got to follow our system and process. We've spent hundreds upon hundreds of hours developing this proven system. I am 100% convinced that if you follow it, you'll be our top salesperson."

A Leap of Faith

I listened to him. I decided then and there to trust the system and process and see what happens.

The following month, I went from zero sales (and income) to one of the top sales reps, bringing home $14,000+ in commissions. (adjusted for inflation)

That was several decades ago.

From that moment forward, I realized the importance of mentorship, a proven system, and a process.

Too many businesses lack the Leadership, Process, or belief in their product; sometimes, they miss all three.

If you are not hitting your sales goals, I guarantee it’s because of…

…lack of leadership…

…lack of a proven process…

…or lack of belief in your product.

Usually, it's all three.

The Impact of Quality Mentorship

That relationship with my boss—who became my mentor that day—would establish the foundation for my sales success over the following decades.

It would also allow me to eventually build my own business, helping others see and realize their potential.

My WHY - To Help Others See & Realize Their Sales Potential.

Questions to ask yourself to evaluate your situation:

1. How does your product transform the lives of your clients, or does it?

2. Does your process, when followed, guarantee predictable results?

3. Who takes ownership for the failure to produce sales predictably?

It is always best to get someone with expertise from outside of your business to identify the problem and fix it quickly.

Do this so you can focus on your zone of genius.

Click on my name Chaz Horn - The Collaborator and send me a direct message with “sales” to chat.

THE 7 FATAL FLAWS OF SALES LEADERSHIP

Effective sales leadership requires more than just managing a team; it demands visionary leadership that inspires, sets clear expectations and standards, and fosters a culture that allows failure for the sake of exponential growth.

The 7 Fatal Flaws of Sales Leadership serve as cautionary tales for smart leaders. These pitfalls demoralize sales teams, significantly hinder performance, and lead to burnout and lackluster results.

Transformation won't happen in your business without facing and embracing the truth. Understanding these fatal flaws is the first step toward rectification and building a winning sales culture. In my book The B2B Blueprint To Predictable Sales you'll be able to recognize and avoid these 7 pitfalls: I do cover them them here as well.

1. Mistaking Management for Leadership
2. Lacking a Vision that Inspires
3. Failing to Set Clear High Standards
4. Creating a Culture of Fear
5. Ignoring the Need for a Proven Sales Process & Selling System
6. Neglecting Effective Customized Sales Training and Role-Playing
7. Permitting Meaningless Meetings

One More - Not Having Sales & Marketing Working Hand-in-Hand

Fatal Flaw #1:

Mistaking Management for Leadership Managing rather than leading is like steering a ship with a meticulous log of its speeds and stops but no compass for direction. Sales teams thrive under leadership that illuminates a path with a compelling vision, not just a checklist of tasks.

Leaders establish the culture and are ultimately responsible for the success - or failure - of the organization. They often listen more than they speak. The most talented leaders see the gifts in others and grow the members of their teams.

Fatal Flaw #2:

Lacking a Vision that Inspires Lack of a compelling, inspiring vision is like setting sail without a destination; your team might row hard but without direction.

For salespeople to sell effectively, they need more than knowledge of the product; they need to believe in its value.

Crafting and communicating a compelling vision about your product, service, and company's impact on customers' lives ignites this belief. The result? A team of believers - and achievers.

Proverbs 29:18 says, "Without vision, the people perish." Salespeople must have the essential belief in themselves and the product or service they're selling, and they need to be inspired and believe your solution transforms the lives of your customers.

Belief in your solution is the #1 determinant of a salesperson's success.

Fatal Flaw #3:

Failing to Set Clear Expectations Your people will live up or down to the standards you set. If your salespeople are failing, it's the leader's fault. (A great leadership book on this subject is Extreme Ownership by Jocko Willink.)

One of the most common mistakes I see managers and leaders make is not setting clear expectations and high standards.

Setting clear expectations and high standards may require some extra work in the beginning—some solid strategic thinking and planning—and some difficult conversations.

The initial effort and willingness to communicate always pay off in the end. It's crucial to outline what to do (and what NOT to do) within a structured process, allowing for personal flair but within strategic boundaries.

Clear expectations focus efforts on fruitful paths, and standards determine how people show up and operate within your company.

Fatal Flaw #4:

Creating a Culture of Fear Creating an environment where it's not "safe to fail" destroys morale and greatly impacts the bottom line. It's like clipping the wings of your sales team before they even take flight.

When every mistake is met with reprimand rather than constructive feedback, it fosters a culture of fear where creativity is stifled and communication is compromised.

Sales meetings should be collaborative forums for open dialogue, not soapbox monologues of intimidation.

I can't emphasize this point enough. Create a culture where it's safe to fail within a proven process, and you'll uncover your salespeople's true potential.

A word about failure: many struggle with the word "failure" and would rather say "learning experience." I say, "failure" because it helps us understand and be honest with ourselves about where our actions were off—and no transformation can occur without the truth.

If it makes helps, you can use the phrase "micro failure." Failure is simply part of the process along the way to meaningful growth.

Fatal Flaw #5:

Ignoring the Need for a Proven Sales Process. The Lack of a proven sales process leaves salespeople to make it up as they go along.

Sales leaders who attempt to run a team without a proven process in place are asking their staff to navigate a complicated labyrinth without a map.

A clear, step-by-step, proven process - with room for detours and corrections - focuses efforts, improves efficiency, and clarifies actions. Without this structure, the sales journey becomes a confusing trek rather than a targeted mission.

I've talked with thousands of founders and CEOs who are frustrated by their salespeople's lack of results but haven't given them a proven sales process to follow.

Truth be told, most businesses don't have a proven sales process in place that works hand-in-hand with the selling system.

Sales processes are what you do and the selling system is how you execute on each step of the sales process.

Fatal Flaw #6: Neglecting Effective Customized Training and Role-Playing Many companies will invest in short sales training or have a generic training coach work with their sales team.

This misses the mark, because you need laser-focused training based on the specific needs within your specific company.

Ineffective sales training and lack of role-playing mean missed opportunities for real learning and growth. Training should uncover and address problems and engage salespeople emotionally, making the teaching resonate and stick.

Role-playing is an excellent way to practice overcoming objections and reveal potential blind spots in any upcoming sales presentation or sales conversation. In addition, asking for actionable takeaways ties the emotional investment back to practical, sales-boosting skills.

Developing sales rockstars doesn't happen overnight. It takes a commitment from the organization's leadership and time to develop your salespeople with customized training that fits your company well.

To get Fatal Flaw 6, 7, and the Bonus Flaw, Plus the B2B Blueprint To Predictable Sales

Click here or on the picture below to get a limited-time complimentary copy of my book, The B2B Blueprint To Predictable Sales