Avoid Denial in Digital Sales!

In the high-stakes world of digital sales, particularly within the tech industry, facing reality head-on is crucial for effective leadership. Denial—ignoring problems, silencing dissent, and avoiding tough questions—can be a career-killer, not just for you, but for your manager. Here’s why acknowledging challenges and fostering open communication is essential for senior sellers aiming to become organizational leaders.

The Perils of Denial in Leadership

Denial in leadership manifests in various destructive ways:

• Ignoring bad news or problems.
• Silencing team members who challenge assumptions.
• Avoiding working with those who ask tough questions.

Embrace Reality: Listen and Lead

To avoid the pitfalls of denial, senior sellers must cultivate a culture of openness and proactive problem-solving. Here’s how:

1. Encourage Honest Feedback
2. Praise Dissent and Critical Thinking
3. Address Issues Head-On
4. Lead by Example

1. Encourage Honest Feedback

Example: You noticed declining performance your outreach efforts. Instead of attributing it to external factors or dismissing it, you held a series of coaching sessions where colleagues could suggest improvements. One junior team member highlighted a flaw in the outreach script that was turning potential clients away. By listening and acting on this feedback, you revamped your approach and saw a 30% increase in engagement rates.

Actionable Tip: Create regular opportunities for colleagues to provide honest feedback without fear of retribution. This could be through anonymous surveys, suggestion boxes, or open-door policies.

2. Praise Dissent and Critical Thinking

Example: In a strategy meeting, a senior seller proposed a new sales approach. One of the team members raised concerns, pointing out potential flaws based on past experiences. Instead of shutting them down, the senior seller praised their critical thinking and facilitated a constructive discussion. This led to refining the strategy, which ultimately proved more effective and gained broader team buy-in.

Actionable Tip: Praise the colleagues who challenge assumptions and bring up tough questions. This can be done through public recognition, performance bonuses, or career development opportunities.

3. Address Issues Head-On

Example: You have noticed taht one of your internal stakeholders is avoiding to work with you. You didn’t ignore the behaviour. Instead, you reached out to other colleagues who work with that stakeholders to see if they have noticed anything. Upon confirmation, it was a problem that was affecting 3 people. Upon adressing the issue as a team and approaching the person with the same empathetic message, it was discovered that the person is having a burnout, so you immediately worked your schedule to give them space to rest.

Actionable Tip: When problems arise, tackle them immediately. Hold problem-solving meetings, bring in experts if necessary, and keep the team informed about the steps being taken to resolve the issues.

4. Lead by Example

Example: A senior seller at a leading tech company always made it a point to admit when they didn’t have all the answers. In one instance, when a new product launch faced unexpected delays, they openly communicated the challenges to the team and solicited their ideas for solutions. This transparency not only fostered trust but also inspired innovative solutions from the team, ultimately leading to a successful product launch.

Actionable Tip: Model the behaviour you want to see reciprocated in your team. Admit when you’re wrong, be transparent about challenges, and show that you value and act on the feedback you receive.

So,

In digital sales, where the landscape is constantly shifting, the ability to face reality, listen to your team, and act on their feedback is a hallmark of strong leadership. Denial can derail your career’s success, while embracing reality can drive innovation, trust, and exceptional performance.

Remember, listening is leading. By fostering an environment where feedback is valued, critical thinking is rewarded, and problems are addressed head-on, you can steer your career through challenges and towards success. Embrace the power of acknowledging reality and watch your leadership thrive.

Published on LinkedIn by Farouk Mezghich

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