Consultative Selling - Sales Delegation

Consultative Selling Workshops for Hindware (Gurgaon, Bengaluru, Mumbai). 

Every leader managing a sales team must delegate. 

Delegation is not just an effective time management tool but an equally productive leadership tool which, if used well, helps build the performance & productivity of your team members by sharpening their skills. 

A. WHAT to delegate: 

1. Tasks that are unimportant for your sales role but otherwise important.

2. Tasks that will build specific sales related skills of your team members. 

3. Important tasks with no sword of deadlines looming over your head. 

4. Tasks you can personally do (probably better & faster) but are 'leadership bound' to get it done from your team. Especially relevant for first time leaders still trying to transit from 'doing it myself' to 'getting it done from others'.

5. Sales related tasks your team members will enjoy doing. Why should you have all the fun! 

6. Tasks that consume your time disproportionate to the value of outcome generated.B.

HOW to delegate: 

1. Identify a suitable team member. Someone willing and has the basic knowledge to do the task at least 70% as well as you can. Don't blindly delegate anything to anybody. 

2. Explain clearly what needs to get done. More specific and detailed your instructions, the easier it will be to manage & monitor the delegatee and the delegation process as well as measure success. 

3. Cross check for understanding and to ensure you and the delegatee are on the same page regarding expectations & timelines. You really don’t want things going wrong midway and then having to redo the task all over again.

4. Provide all the necessary resources required (monetary & non-monetary) to get the task done.

5. Help, guide & support, but without unnecessary micromanagement.

6. Give feedback on completion - what went well & what could have been better. Always close with appreciation.

Delegate, because you're a Leader not an octopus.

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