Looking at the military as an analogy, Sergeant Majors carry weapons. They’re out making sales calls with their team and usually have less than ten direct reports.
They focus on coaching and leading their reps “Today Focused” activities. What are you going to close today? When are you going to do more prospecting? Sergeant Majors work closely with each of their reps to help them sell even more each day.
The other option is to lead your team like a General. A General doesn’t carry a gun and only meets with customers to help close the largest contracts. Generals teach their reps how to close business themselves. Generals as managers are much more future-focused, giving direction, focus, insight, and teaching skills.
Your leadership style needs to serve the unique needs of your sales team and approach to leadership. For most, leading as a General and less as a Sergeant Major in the long term tends to build stronger sales teams functioning with more independence and less handholding.
Today’s video discusses these two leadership styles of functioning as a hands-on Sergeant Major or as a General who offers strategic direction and vision. They each have the goal of helping their sales team sell even more!