Are you an Equality or Equity based Sales Leader?


Are you an Equality or Equity Sales Leader?

Every good Sales Leader strives to be their best for their team...to support them, to develop them, to grow their sales success but have you considered what each person actually needs from you to be their best selves?

Someone starting their sales career needs something quite different from you than your top achievers. The question is what's the foundation of your leadership?

Do you focus on being the same fair leader for each person in your team...or do you consider the person's circumstances and what they need to keep the development momentum going?

What's the difference?

Equality is:

- Blanket emails to the team

- The same boundaries for everyone

- Everyone gets the same KPI's

- Using the same language for every member of your team

- Telling everyone they are doing great...even when they are not

Equity is:

- Individual emails that focus on their performance and situation

- Boundaries that are created for each person based on their development needs

- KPI's based on the person's experience

- Thoughtfully chosen words and approaches based on their psychological preferences

- Shining the light on what each member of the team brings to the team

Get the picture?

What type of leader are you?

If your style is Equity leadership then congratulations. You will likely have a unique and positive approach for each member of your team. Keep yourself on track with regular check-ins on the impact you are having.

A red flag for you is people not doing so well either on the skills side or more likely their mindset. It's a sign that they may not be getting what they actually need from you to be their best selves.

If your actions tend to fall into the Equality landscape, the first thing is not to give yourself a hard time. There's still a lot of good stuff there so it's not about getting rid of your approaches...it's about refining them.

Steps to develop your Equity Leadership

1. The first step is to evaluate where each of your team is in your opinion...that's your starting point.

2. Have a conversation with each sales person to assess whether your assumptions are correct...or your story of the situation.

3. Agree the starting point with them...and the first steps they will take to develop their skills and mindset.

4. Ask them what support they need from you and how they want you to deliver it...agree your next steps.

5. Regular one to one follow up conversations to celebrate the wins -- small as well as big...and agree next steps towards improvement.

You'll have noticed that this is the basis of coaching and the more you incorporate this approach the better your sales people will do...because everyone is getting exactly what they need in the way they need it to be their very best selves!

Until next time,

Leigh :)
Leigh Ashton
ABOUT THE AUTHOR
Leigh Ashton> website | all articles
Hi I'm Leigh Ashton of The Sales Consultancy

Whether you're a small business or a leading brand, an area manager or a Chief Executive, whether you're new to sales or an experienced sales professional. Even if you're not in sales at all but want to understand it, you've come to the right place.

The World of Sales is changing.

Today's conventional sales training doesn't address the psychological barriers that get in their way.

My approach takes your sales team through a process that:

* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales

And at a higher level...

* It creates more success in other areas of their lives so they are happier generally...and happier sales people generate more sales

Wherever you are on your personal sales journey what's the best course of action for YOU.

- Sales Training - that actually gets results
- Leadership and Management
- Personal Coaching and Mentoring
- Sales Mentoring Programme
- NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
- Keynote Speaking