Leaders who Sensemake
Decoding the Sales Conundrum: Sense Making
Published on 15rd January, 2024
TOPIC: sales leaders
“The first step for sales leaders is to ditch the outdated tactics and relentless focus on short-term numbers. Sellers need leaders who can help them navigate the information deluge”
By David Anderson
Why Sensemaking is the Missing Piece
Transforming Chaos into Clarity: The Key to Sales Success
Sales leadership is at a crossroads. The old playbook, heavy on micromanagement and aggressive tactics, just isn't cutting it anymore. Customers are savvier, employees crave purpose, and the very definition of "work" is evolving. So, what's the missing piece in this complex equation?
Enter sense making, a concept that might sound esoteric but holds immense power for sales leaders. Coined by organisational psychologist Karl Weick, sensemaking is about creating meaning from chaos. In the sales context, this translates to helping sellers navigate the overwhelming information overload and conflicting priorities they face daily.
Why "Dealing with Ambiguity" Isn't Enough
The traditional leadership mantra of "deal with ambiguity" has its limitations. Sensemaking goes beyond merely tolerating uncertainty; it's about actively equipping sellers with the tools to navigate and understand it.
Empowering Buyers in a Data-Driven World
Today's buyers are inundated with data and conflicting messages. They don't need another pitch; they need a partner and guide who can help them decipher the noise and make informed decisions. Sensemaking leaders create sellers who can do just that, fostering trust and building long-term customer relationships.
From Dictates to Dialogue: The Sensemaking Leader's Toolkit
The first step for sales leaders is to abandon outdated tactics and the relentless focus on short-term numbers. Sellers need leaders who can help them navigate the information deluge—endless leads, performance metrics, product updates, and customer interactions.
Coaching for Critical Thinking
Coaching becomes a powerful tool in this new paradigm. By facilitating open-ended discussions and encouraging critical thinking, sensemaking leaders empower sellers to discover their own connections between actions and desired outcomes.
Fostering a Collaborative Culture
Sensemaking leadership is also about fostering a culture of collaboration. Leaders who actively engage with the frontline, observe their challenges, and involve them in the "big picture" unlock the collective intelligence of the sales team.
The Power of Clarity: The Rewards of Sensemaking
The benefits of embracing a sensemaking approach are significant. By creating a culture of clarity and collaboration, sensemaking leaders empower sellers to become more engaged and productive. This translates to higher sales performance, a more satisfied customer base, and a sustainable competitive advantage.
While there might be an initial learning curve, the potential rewards of sensemaking leadership are undeniable. For sales leaders willing to embrace this new approach, the results can be truly transformative.
— End.
STEINWICK
Leaders for Growth.
Steinwick appoints exceptional sales, revenue, and business development leaders in to premium category and complex markets with a global focus.
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