Research shows that 84% of sales leaders feel that they don’t have the sales talent they need to succeed in future. [1]
Yet the average sales leader devotes just 9% of their time to developing their teams. [2]
In addition, the sales landscape is rapidly changing with a rise in digital engagement and a greater willingness among buyers to pursue even big-ticket purchases through to completion without the involvement of a salesperson at all.
Any leader has an important part to play in the success of their team. In the context of the rapid transformation taking place in sales, and the need for sales teams to adapt to this evolving sales landscape, the effectiveness of the sales leader is paramount.
Leadership models are many and varied and leaders often find the complexity of existing research, literature and models difficult to navigate. This is not dissimilar to the experience of many buyers, where there is simply too much information out there. Like the salesperson whose role it is to add insight for the customer, we have undertaken a comprehensive review of leadership studies to create the Acuity for Sales Leadership model; 4 key capabilities that are proven to positively impact upon the performance of sales teams. These build upon the Acuity for Strategic Sales model so that organisations can identify leadership potential among their sales teams and promote with confidence.
The Acuity for Sales Leadership Model
Incorporate the Acuity for Sales Leadership model into your recruitment process using Acuity Select so that you can distinguish sales leaders from salespeople.
Use the Acuity 360 Talent Audit with your existing sales teams to identify future leaders who you can nurture and promote from within.
[1] Miller Heiman (2020) Running in Sand: 2020 Trends in Sales Management
[2] Gartner (2018) Identifying and Developing the Sales Manager Profile that Drives Performance.
