A ship does not leave port without a captain. So why would you put a sales team out there without a leader, a real sales leader?
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The best leaders do two things: they can knowingly and intently apply different styles based on what the situation calls for; while staying true to themselves and reliable to those around them.
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They are extroverted, at first sight charming, intelligent, and busy leaders. They create their own “chaos and crisis,” then going about solving the very chaos and crisis they personally directed and created. He/she rarely sees a link between themselves and the chaos.
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Van de Groep & Olsthoorn identify nine success factors and, like me, argue that the success of any fractional or interim executive assignment is primarily the result of matching the right leader into the organization. Let me put those nine factors to the test, though, specifically for a fractional or interim sales leader.
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Following the logic, one would think that a successful individual contributor is also a great motivational leader. Well, it ain’t so! Hence, Motivation 101. What are motivators that are available to a Sales Leader?
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