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Command and Control Selling

Long, Slow Fade

The command and control leadership strategy has been dying a long slow death. And, unfortunately for many, it’s been quite a painful one. If you’ve been in the business world for a while, you’ve probably operated within a command and control structure for at least a portion of your career. Heaven forbid, you might be managing your sales team with a powerful top-down strategy today.

Don’t get me wrong, command and control leadership strategies have their place. For example, if your sales numbers have taken a 25% hit over the last quarter, and no one seems to know why, that might be a good time to step in and start making decisions for the team. But many sales managers use C & C to their detriment.

Let me explain… recommends using a command and control leadership style when dealing with new hires. They argue that new employees need the explicit instruction and structured environment that comes with C & C management.  But imagine if you could free yourself from the responsibility of handling every hire’s transition. What if you could spend that time marketing your business, fostering high-end clients, or encouraging group cooperation? Wouldn’t that be worth reworking your assumptions about command and control management styles?

Still not convinced? There are a lot of reasons why changing strategies might be your best bet for future sales success.

Let’s say you’re an experienced revenue creator who’s managing a team of salesmen. You’ve taken the time to select the most talented employees that you can find, and you’re trying to hone in on the management style that will work best for your team. Do you want to be the boss who rules with an iron fist? Do you want to take a “my way or the highway” approach that stifles creativity and destroys team morale? Probably not. You’ll only make enemies, and you’ll miss out on the collective strengths of the salesmen that you’ve hired.

So consider a team selling strategy instead…

Team selling, put simply, is a management strategy that allows talented salespeople to work together to convert leads into clients, and clients into powerful revenue streams. Instead of taking a divide and conquer approach, where success is based on a top-down competition-based strategy, team selling plays to the strengths of every individual on the team.

Why is team selling a better strategy?

Not only does it improve the revenue potential of your company as a whole, it also provides excellent opportunities for personal growth. Let’s return to the new hires that we talked about earlier in this article. What if a new hire never had to undergo the intimidating one-on-one training with their boss? In a team-selling strategy, new hires are co-opted into an existing team of talented professionals. They are trained by the people they work alongside every day. They take on the skills, and the culture, of the team that they’re assigned to. But even more importantly, in a team-selling model, even the freshest recruits have a say in the sales strategy of the team.

Can you imagine how much better your team would perform if every individual had input in the direction of the business?

Make it happen.

Thank you
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Interested in learning more about a Team Selling strategy for your sales organization? Read our manifesto. Or, you can learn from other sales leaders by joining our Team Selling Strategies LinkedIn Group or listen to our podcast.

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