America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Sales Leadership
How can you identify a truly talented leader? What sets this person apart from a crowd of average managers who are just showing up and getting through the day? What makes great bosses great? Here’s a hint: take a close look at their direct reports. Want to know what an excellent leader looks like? Find an excellent team. Even better: find a struggling team that’s steadily overcoming a series of oversized obstacles.

Great leaders don’t just do; they inspire, train, teach and coach others to do. And they do it so well that their teams and direct reports apply the full force of their talent and potential to the task at hand, leaving nothing behind and no resource untapped. So if you’re leading a sales team and you’re responsible for the success of your account reps, how can you make this happen? Here are a few tips to keep in mind. 

Deploy talents appropriately. 

Make sure every talent on your team is being properly leveraged. While you work hard to lift up and strengthen weak areas, don’t neglect the skills and capabilities that are already powerful. Keep them working at full capacity. If you have a creative genius, a witty raconteur, a friendly ray of sunshine or a powerful number cruncher in your group, don’t let this asset go unused. Set up the members of your team to succeed by focusing on their strengths. 

Encourage them to encourage one another. 

You can’t stand behind each member of your team, cheering them on all day long. But you CAN entrust this responsibility to their peers and teammates. Don’t encourage internal competition; take every opportunity to remind your sales force that every success is a shared success. Train and inspire them to trust and support each other. If your teams have a competitive drive, that’s great; just focus that energy outward. Make sure their killer instincts are turned toward the actual competition, not each other. 

Point out and celebrate victories. 

Small victories can lead to big victories, but too often, small accomplishments are instantly swept away by the tides of time before they’re acknowledged and celebrated. After each sales call or presentation, address what went right, not just what went wrong. 

It’s never about you. 

Being a great leader, ironically, means not worrying about whether or not you’re a great leader. It means not worrying about yourself in general – or at all. Push your ego aside and focus on the people who need your attention, your encouragement, and the benefit of your instincts and experience. You’re here for them; you’re not here for you. If they’re doing well, they need a reward. If they’re struggling, they need help. Their storyline is the only one that matters. 

For more on how to get the most out of your teams and leverage their full potential, contact the staffing and management experts Buckman Enochs Coss and Associates.