70% of salespeople who meet or exceed their annual quotas cite their leadership as one of the biggest reasons behind their success.
But how can you master the right mix of target fixation and orientation, selling adaptability, and strategy that can keep your team on track in 2024? Let’s find out:
AI tools are handy at every step of the sales process, from creating prospecting messages to predicting sales. In fact, 7 out of 10 salespeople think AI tools will help them work better, faster, and more efficiently.
Because AI can pull large amounts of info, process and segregate it, and make it usable for decision-making — often without you noticing. It saves you hours and can take the guesswork out of sales.
But how can you use AI as a sales leader? Here are a few ways:
1. Use It as a Productivity Assistant – You can use generative AI for research, data analysis, outreach, and content creation.
2. Automate Manual Tasks – Instead of having your team take notes on calls or meetings, integrate an AI-powered note-taking app like Grain into their workflow. This will help them (and you) revisit key meeting highlights quickly.
3. Consolidate Data Using AI – Sales outreach has multiple channels and making sense of all the data can be like climbing a mountain. Generative AI can automatically plug that data into your team’s CRM system in real-time.
4. Gather Insights Through AI Reports – Your team doesn’t have to sift hundreds of pages of data to get an idea of what their sales goals should look like. Instead, have them use AI to extract those insights from their data.
5. Identify Leads Using AI Lead-Scoring Tools – Scoring high-quality leads can take days and the process is often error-prone. AI lead-scoring can help you sort, consolidate, and eliminate bad leads from your system, helping you focus on the best.
Once you’ve automated your process with AI, you can also use its predictive analysis abilities (which use machine learning) to analyze historical data, identify trends and patterns, and utilize its insights to make forecasts. You can use these to make informed decisions.
Remote sales teams often get more done, but according to 67% of sales leaders, they’re more challenging to manage and keep going in one direction. This is because of poor communication, lack of a set-in-stone sales tech stack, and an isolated work environment, which can lead to inefficiency.
You can’t always reach out to someone in real-time in WFH settings, so you need to set clear expectations that prompt them to always chase the “close.”
This may require you to use automation to ensure your team always knows when they can reach out to a prospect and always has relevant information on hand.
Regular check-ins can help you connect with your team, identify issues early, and provide as much support as needed. You can integrate these into the system in the form of daily stand-ups, quota review meetings, and weekly check-ins.
And instead of winging it or spending too much time talking to each salesperson, you can set up a standard check-in process from the get-go. For instance, you can divide performance and efficiency into quantitative and qualitative variables and review your people based on that.
If you want your sales team to be as efficient as can be, provide them with tools that help them close deals faster. Some of these include:
You can also provide your team access to revenue intelligence tools like Gong. These analyze your sales call and outreach data and provide insights that can help your team move the needle on deals quickly.
Feedback benefits both you and your reps because it helps you increase team collaboration and steers your SDRs and AEs in the right direction.
However, make your critiques and praise constructive, detailed, and actionable. Instead of just telling an underperforming rep to up their game, provide context, be honest (don’t mince your words but be sensitive), and suggest ways they could improve.
For example, if a rep struggles with meeting quotas, don’t just say, “Improve your performance.” Instead, offer specific insights like, “I’ve noticed you’re juggling quite a few tasks, but not all of them seem to be directly impacting your quota. Let’s try to prioritize them based on urgency and how much value they bring. It might make hitting the overall goal feel easier.”
This way, they get clear advice on how to improve.
It’s important to recognize and appreciate your team for their contributions and achievements. Why? Because acknowledging their efforts can significantly boost morale and help them maintain their motivation.
Make it a habit to highlight both team and individual successes, even if they may not seem earth-shattering.
You can do that through a simple shoutout in an email thread, on a Slack channel, or during a team meeting. This lets your reps know you have their back all the time. It could also push them to work harder.
Email deliverability is more than just setting up your DMARC, SKIM, and SPF configurations, custom tracking domains, or sending only 50 new emails per mailbox per day. You also have to keep track of your email provider’s rules. Case in point: Gmail.
From February 2024, any sender who sends over 5,000 messages a day to Gmail accounts has to meet several requirements to secure their systems. These include:
Make sure to meet all these requirements to ensure your emails are delivered as expected and not marked as spam. Got any additional questions get set up with an email deliverability expert at Mailshake here.
Next up is industry news. Here is how you can keep up with it in 2024.
The seven newsletters you absolutely need to know about include:
Here are some influencers to follow for insights:
These sales podcasts are gold:
Mastering sales leadership takes hours of effort and years of experience, but you can chip at it every day to help your team become more adaptable, effective, and successful than ever before.
The best way to do that is to always invest in your education. Consume podcasts, learn about new sales tools from influencers, and check out the newsletters we’ve recommended above to get a taste of something new every few weeks.