Are Your Sales Lagging? Poor Leadership May Be the Cause—An Interview with Danita Bye

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Even when you have a sales organization that has the right processes and does things perfectly, you can still get low returns. That's because core leadership principles within a company can have a negative effect. If an organization's leadership is ineffective, so will your sales efforts, says Danita Bye, author of Leadership Shift: Paradoxical Wisdom for Transformational Leaders in These Times of Change. The key is recognizing when leadership efforts need to be adjusted.

"We may have a way of doing things, and we may think that it's absolutely the best way it can be—cannot be improved upon," Bye says. "But leaders must recognize that there are new ideas and new avenues to challenge the status quo."

Listen as Bye, Principal of Sales Growth Specialists, discusses leadership paradoxes that can significantly impact sales force effectiveness and should be evaluated if sales efforts are lagging, including:

• How sometimes things an organization does right can also hurt it
• The need for disciplined creativity
• How optimism can lead to depressing sales results
• The concept of independent leaders
• How communication, especially listening, plays a critical role in a sales organization's and company's success

Listen to the Recording:

(Time: 17:57)

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