Collaboration For Sales Growth Starts With...
We have all heard that team and organization success depends on the style and workings of leadership. So why do so many organizations struggle in the areas of collaboration in the name of sales growth? A business is its own ecosystem with diverse thought processes, habits, and methods for survival. This means that each function within an organization tends to become territorial towards its impact on business success. Accounting may see their function as the reason for the company's success, marketing might feel that their skills and messaging are keeping the business going, human resources may imply that their policies are critical to organizational success, sales will likely tell you that their nurtured relationships are the reason for victory, etc., etc. They are all correct, each skill is important to the success of the business. However, one is not more important than the other. Leading for mutual respect and unity is key.
The Difference Between "Leadership and "Human Leadership"
The function that must bring all of these talents together to realize how working united will benefit each other is called Human Leadership. True human leadership does not focus on one discipline, even if it is their expertise. It is important to make the distinction between "leadership" and "human leadership". "Leadership" by itself organizes to drive to a specific result at one moment in time. "Human Leadership" leads to a united team through collaboration that drives sustained results.
Here are a few concepts that can help to build collaboration toward sales growth.
- Sales is a team sport.
- Each department has insights into how to increase your "Time to Revenue" ratio. Rt=[(Rf-Rc)/(t)].
- The answer might not live within marketing & sales.
- Accounting has insights into Rt=[(Rf-Rc)/(t)].
- H.U.M.A.N.™ Sales Management wins.
- Communicate the overall strategy and revenue goals.
- Company and individual sales plans/involvement (all functions).
- Mindset matters, the purpose of the business is to find new customers and service existing customers.
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