I love books that make me think. Which is one of the reasons I was so excited Friday when my advanced copy of Emotional Intelligence for Sales Leadership; The Secret to Building High-Performance Sales Teams arrived.
There are two things in the introduction and part 1: It’s Time for a New Sales Leadership Perspective that are critical for your success as a leader.
#1 soft skills support consistent execution of hard skills.
Although Colleen begins that concept talking about sales people – this book is about sales leadership and in the introduction she hits us with:
1. “Empathetic leaders are good listeners.”
2. “Leaders possessing high self-regard are aware of their strengths and weaknesses.”
BOOM
It made me think about the best… and worst managers and leaders I’ve worked with – both as a salesperson and sales coach/trainer.
It also helped me realize that people need that self-awareness to move forward toward being the best they can be. Without self-regard, how would you realize what you’re doing GREAT and where you need some work?
#2 the questions Colleen directs the reader to ask themselves
The questions begin with “ask yourself if you really want to be a sales manager.” on page 7 and get even more specific from there.
The weaving through of how many (if not most) sales managers are hired to the idea that the prospecting you’re doing as a leader is “focused on prospecting for the best top sales talent” changed my view of the role.
I WISH I’D READ THIS BEFORE I TOOK MY FIRST SALES MANAGEMENT POSITION
or maybe not, because as I’m being honest with you and myself, I’d never have taken the job…
If for no other reason than those questions in part 1 – every one thinking about… working in… considering sales management and leadership needs to buy their own copy of Emotional Intelligence for Sales Leadership.
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