What is your 2021 Sales Leadership Style? How have you handled the challenges of 2020 and what transitions did you make? Did you rely on existing culture to help manage expectations and morale, or did you pivot? Leaders faced one of the toughest challenges in history. In SaaS, many leaders experienced unforeseen growth opportunities over the course of 2020 and demand and scale were big issues, while others struggled with remote work challenges. Revenue organizations all were forced to redraft their process to meet the new remote normal or risk losing large portions of revenue.
How did you lead? How did your leadership change? What is it today? We are witnessing a new era in revenue leadership. Below are some of our observations as coaches and industry experts on the ways leadership transformed over the past year. If you are interested in learning more about how Demo Solutions supports leaders, contact us here!
Local Leaning Globalists
This type of leader looks in their immediate surroundings to meet challenges posed by change. Borrowing from what works across other industries, and from research into past challenges, this leader makes the most of what is happening in their organization. Many times a Local Leaning Globalist style leader will bring in training and consultants to work with existing teams. Rather than pivot, they upskill. Benefits of the Local Leaning Globalist are they invest in people while also being acutely aware of where they may need to become more competitive in their markets. A downside is this type of leader may be oblivious to discussions happening in their teams. It is necessary to listen and engage a discourse before following a trend that appears synonymous to your organization.
Like a local leaning globalist, a Culture Leader, already has invested in corporate culture and will double down in areas of culture to maintain morale. These leaders often make concessions for families working in unique circumstances and will revise protocols to facilitate the new normal. Hallmarks of this style of leadership include upskilling events such as webinars and sales training, but also include group training that is non results oriented including escape rooms, virtual workouts, and more. The benefit of this leader is they increase loyalty and are masters as messaging and communication. One drawback is that they may be slow to pivot in the face of very obvious shifts in business practice.
Value Led Traditionalists
The Value Led Traditionalist doubles down on the existing corporate values in the face of challenges. They are unlikely to make big moves or invest in new strategies, rather they use the values and approaches that have always worked in their organizations and relied on teams to improvise independently to new circumstances. While it is not a popular or particularly earth shattering style, there are many benefits to this. If you have a revenue organization that is solid and whose processes are clearly defined, it can be a relief for teams to know protocols off the top of their head. On the other hand, lack of flexibility might be a burden on other teams that are impacted much more directly by current events and new hybrid work styles.
These are the leaders that get all the fanfare. They go out of their way to try new styles of compensation, bring in trainers, and try new strategies for meeting the new normal demands. One of the problems with this type of leadership is that the visionary lacks communication with teams. Some teams do not want huge shake ups, with the world around them going crazy. Large and sweeping changes can have a disastrous impact, if they are not motivated internally with the help of the teams who will be implementing them.
The Ideal Leader in 2021
So who is the Ideal Leader in 2021? If we look across each of these leadership styles and their benefits and drawbacks, we can see that the ideal leader both listens to teams, respects existing values, and implements based on motivation from within the organization. If you are looking for training on internal motivation and leadership tips, contact us for a complimentary session. If you liked What is your 2021 Sales Leadership Style?, subscribe!