You Have the Choice – Now Let’s Make the Right Decision
“Sometimes you make the right decision, sometimes you make the decision right.”
Philip C. McGraw
(Link to video)
A sales team without a leader is like a ship without a captain or a sports team without a coach. So, when a business loses or never had a true sales leader, the void has to be filled.
There are several choices available to the Board, the CEO, the Owner, or the Founder. And as in so many situations, the right decision is often dependent on the circumstances, or the details of the scenario. Hence, as I talk about the options to fill the void when sales leadership is missing, consider the factors I list, as your situation may require a different decision.
Maintaining the Status Quo:
Brian O’Neil recently wrote, “making decisions makes most people afraid. Even leaders fear the consequences of making the wrong call. Either because they want to protect their position or lack the courage to challenge the status quo.” Doing nothing is the worst decision! No owner of a professional sports team would let the team coach itself, or have some inadequate stand-in do the job. If the success of your business is dependent on winning customers and contracts, do something!
“In any moment of decision, the best thing you can do is the right thing. The worst thing you can do is nothing.”
Theodore Roosevelt
Starting an Executive Search:
This seems a natural choice. An internal or external recruiter is being given the job description and starts the process of posting, active outreach, screening, and interviewing. This process can take a very long time! In researching what “long” actually means I came across several executive recruiters that describe “long” as “it depends,” “up to one year,” or “longer”. My observation is that it is at least a six-month process.
In addition to the length of time, it also is an expensive undertaking, especially when an external recruiter is involved. And it is risky as it may take 6-12 months of employment to find out whether you have hired the right person. The great ones are the hardest to find.
Engaging a Consultant:
If you just terminated your sales leader because the team was not performing, you may be thinking about bringing in a sales management consultant. You expect that the seasoned and reputable firm brings in their best and brightest to solve your problems.
Sales management consultants advise and recommend, but they do not implement. Consultants are usually employed by large consulting organizations with inflexible methodologies and large overheads. However closely they work with the client – management consultants are ultimately responsible and accountable to the consultancy. In my opinion, consulting does not address the void or replace true sales leadership. Consider bringing in a great consultant after you have equally great sales leadership in place.
Engaging a Sales Trainer:
When the void in sales leadership exists because the person holding the position is a warm, yet unqualified body, an army of sales trainers are ready to help. They can train the “leader” as well as the team. I genuinely believe in training – if the business can afford the time it takes for the new learnings to stick and take effect.
Contracting an Interim or Fractional Sales Leader:
If finding a skilled, experienced sales leader is a top priority, and the urgency of filling the void is recognized, it is the ideal time to bring in an interim sales leader.
They can be available within a few days.
They integrate into your organization just like a permanent hire would.
They can be fractional or part-time.
They are generally (over) qualified and are immediately impactful.
They can make hard decisions as they carry no baggage.
Contact us if you would like to explore this option.
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Gustavo Razzetti - How to Make the Right Decision: Ask this Question
Jon Mertz – Decision vs. Choice: Is There a Distinction?