The hardest thing for me about sales leadership is the lack of control. The head of sales is responsible to the board for outcomes. However others are on the front lines.
My natural tendency is to put pressure on direct contributors which creates stress and anxiety hurting results. A hands off approach leads to drift and inefficient development of best practices.
A solution exists. Interview each sales team member and find out their perspective on what is needed to drive success. Here is the key. Don't conduct the interviews yourself. People will not tell you the full truth unless the comments are anonymous.
My suggestion is to have a neutral third party get the information. You will get honest feedback and ideas to help the team rise to their maximum level of performance. From a personal perspective you will feel a sense of control, which acts like a safety value releasing pressure.
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