Are You Leading Your Sales Force Off Course?
You may not realize it, but as a manager, you must often serve as a navigator. You set the course for your sales team, or for your department. You set a course for yourself. You help your staff set their courses individually, and within the team context. You are constantly navigating. You map out territories, chart steps to take, test the conditions, correct others who have strayed off course, and often have to try to reach the destinations determined for you by the company.
The course the company takes is largely determined by its vision, just as the course we take in life is determined by our personal vision. When personal visions and goals are in alignment with team visions and goals as well as company visions and goals, a powerful synergy is created throughout a company. Part of what you have the power to do as a manager is to work to shape your vision, the vision of those on your staff, and the vision of the company in a way that gives meaning to the goals you work to set.