We've broken down the 4 styles of effective leadership and built a simple model for you to hone your leadership skills.
That title is a little misleading… we believe in balance, and that to create and run a successful inside sales function within a business having the correct leadership is key. There’s not a ‘one size fits all’ type model, but there are important attributes to have active within your leadership team. Like many models, the deeper you drill down the more detailed it can become.
To introduce this model we’ve split leadership into 4 styles. The prevalence of each style within your leadership depends on your business, and objectives. However as we mentioned, we believe in balance where possible.
Balance doesn’t have to be 4 people who each fit solely into one style, nor does it mean that any individual needs to wear 4 hats. Having a good balance would simply be having the necessary type(s) of leadership active, at the times that they need to be. At times only 1 will be required, and for more complex situations, all 4 may be required. How you choose to achieve having these skills and resources available within your leadership team needs to be done on an individual basis.
The key for all 4
Effective communication is the essence of leadership within the inside sales community (and likely many others). The purpose of great communication is to share information that is understood by both parties. How this information is shared then comes down to our communication styles, and can be used to influence, inspire and comfort people in order to achieve great results. Leadership communication skills are crucial, and they provide the glue that binds the styles and attributes of successful leadership in inside sales.
Leadership Attributes in Inside Sales
Sets high expectations for themselves and the organisation
Holds themselves and others accountable
Demonstrates adaptability and flexibility
Robustly challenges the status quo
Provides direct, constructive and sometimes tough feedback tactfully but effectively
Displays maturity to handle stress associated with professional challenges and those specific to the role
Accepts the responsibility of being a leader
Advocates the importance of diversity and inclusion
Leverages diversity and inclusion externally, in the market and with customers
Values the uniqueness of each person within the organisation
Understands the power that cultural differences bring to the organisation
Creates an environment that reflects fairness and respect for everyone and their contribution
Enables people from all backgrounds to work together effectively
Continuously drives and manages changes that make the organization more inclusive and diverse.
Demonstrates unquestionable integrity in customer relationships
Adheres to business practice guidelines and company values
Reinforces ethical behaviour by recognising appropriate behaviour in others
Shows consistency and trustworthiness in ethical behaviour
Listens to others attentively, valuing their contributions
Expresses facts transparently, no matter how unpopular they may be
Has zero tolerance for ethical violations with the organisation
Reflects on past experiences to find new solutions
Gains and applies learnings from mistakes and failures
A quick learner who rapidly grasps new ideas and concepts
Believes that skills can be developed through hard work and dedication.
Challenges themselves to take up complex tasks and stretches to achieve more.
Constantly tries to learn, in order to become a better leader
Often reads and researches new information in order to improve the business and the support the workforce.
More articles you might like
How to Keep your Sales Team Motivated
If you are working with high-quality salespeople, then recognising their value and treating them accordingly is vital to keep motivation levels high.