Not having a direction or a belief in what your culture should be. Letting certain reps get away with things because they are hitting their numbers and then other people follow their lead.
Creating a Team Mindset
Decide what it is you want your team culture to be and then get your team to buy in. The greatest coaches and leaders created cultures through actions “outside the lines”. If your team is populated with young families, bring your children to work days can help instill a work family environment so many organization cherish and chase.
Developing a Method
Create a culture where your best reps are your best teammates and get them to help you lead. Create team within teams where you create an atmosphere of leaders.
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The key to becoming an effective sales leader is to develop a customized leadership process for your team.