Lecture Notes: Leadership and Sales Management

Introduction

• Discussion on leadership qualities: dominance, confidence, and being in charge.
• Transition to a leadership role and its challenges.

Challenges in Leadership

• Difficulty in getting team members to listen.
• Lack of discipline among team members.
• Fear of accountability due to scarcity of sales agents.

Solution: Continuous Recruitment

• Importance of recruiting to ensure team members feel replaceable.
• Recruitment strategy includes social media campaigns and videos.
• Need for a consistent recruitment approach (at least 2-3 times a month).

Marketing and Recruitment Campaign

• Create a comprehensive campaign for recruiting sales agents.
• Use diverse content: social media posts, stories, videos, testimonials.
• Set a target: recruit 10 agents in the next 60 days.

Current Team Management

• Discussion on scheduling and task allocation among existing team members.
• Specific management of team members' activities, e.g., blocking time for inspections and sales calls.

Accountability and Performance Tracking

• Probation and performance evaluation of underperforming team members.
• Importance of setting clear expectations and tracking performance.

Tools for Managing Sales Activities

• Introduction of CRM tools like Sales Rabbit for tracking activities.
• Need for daily tracking of leads and activity documentation.

Standard Operating Procedures (SOPs)

• SOPs for tracking daily activities and lead generation.
• Clear guidelines on what information needs to be recorded and by when.

Daily and Weekly Routines

• Importance of daily morning huddles and weekly performance reviews.
• Setting clear goals and discussing wins and goals with the team.

Importance of a Scoreboard

• Visual tracking through a leadership board to display performance metrics.
• Peer pressure as a motivator through visible tracking of performance.

Consequences and Accountability

• Establishing a three-strike system for managing underperformance.
• Clarifying non-negotiables and setting consequences for not meeting standards.

Conclusion

• The need for structured systems and clear expectations in sales leadership.
• Focus on continuous recruitment and maintaining a competitive and accountable team environment.