Put the needs of your team first. In today's hectic world, we've got to make sure that with all the things going on, we're focused on our team. Ultimately, effective sales leadership is judged based on our team's productivity.
Servant leaders are the most successful sales leaders because they focus on their people. It's what I call "you" focused management. They realize that a leader can only be a successful as their team so they are personally tied into their team's success. They constantly ask their team, "What can I do to help you? Where are you stuck?" That help can come in the form of general improvement like skill development or it could be a business specific improvement like strategizing for a particular account. Regardless of the need, servant leaders roll up their sleeves and take an active role in helping their team succeed.
A client of mine, Dave, just told me a story that displayed his commitment to servant leadership. One of Dave's sales people was visibly flustered. When Dave asked the sales person what was wrong, they responded "I've got so much stuff to do to get this presentation done for tomorrow's meeting. There's no way I'm going to get it done on time" Dave got his laptop, pulled up a chair, and asked what pieces of the presentation he could complete for the sales person. He stayed there for several hours banging out stuff right next to his sales person. The rest of the team took notice and assumed that the sales person was in trouble for inconveniencing Dave. But Dave wasn't judging the sales person on whether they got their job done on time. No, he was there to help them get it done.
After Dave and the sales person wrapped up the presentation, the reprimand that the sales person and team were expecting didn't come. When I asked Dave why he decided not to scold the sales person, he said, "I'll discuss a plan with him later to make sure creating presentations don't get delayed like this in the future but harping on it wouldn't serve a purpose. That sales person doesn't want me sitting next to him with my laptop helping out every day. He was thankful for the help and doesn't need a verbal beat down to know that he can't procrastinate like this in the future. He knows it. I don't have to tell him that."
The message that Dave sent was that he's here to help. He's not there to judge. Of course there is a time and place to address problems but servant leadership is focusing on your team members. Figuring out what they need to succeed. Because if they succeed you succeed.
Too many times leaders are solely focused on themselves and feeding their ego through a title and a role. Ego has no place in leadership. If you truly focus on helping your team, then you will become a better servant leader, and both you and your team will be more successful.
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