Sales leaders need to understand the "big picture" in order to achieve big sales and keep the team moving in the same direction. The big picture continues with an awareness of the competitive landscape. Developing a sales strategy requires leaders to consider the strategies of their competitors. Competitive analysis provides both an offensive and defensive strategic framework to identify opportunities and threats in your market or territory. Most successful sales leaders adhere to a detailed territory plan. This includes analyzing past sales results, current customer status, and sales goals for existing customers and potential new customers. It also includes sales team leadership and activity planning. By creating a realistic, achievable territory plan, you give your team the best possible opportunity for sales success.

 

When there is a problem, the leader coaches the team member to go the extra mile to respond, react, recover, and add something extra.