How Predictive Analytics Can Improve Marketing Campaigns

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When the stakes are high, leaders can be tempted to go down a dark path, usurping full control over their reps’ deals and taking on the role of “Super Rep” in an effort to save the day.



Warning: Don’t Play Super Rep!
Donning your cape, pushing your way into your team’s deals, and taking on the role of the “Super Rep” when things aren’t going according to plan may seem necessary on the surface, but engaging in this behavior repeatedly and in the wrong way can have negative consequences, including:

1. Stunted Learning
If you constantly rescue your sales gambling data russia reps, not only will you condition them to be rescued, but they’ll also struggle to learn essential skills for overcoming obstacles. Give them room to navigate tough situations with your guidance, not by assuming total control.

2. Strained Trust
Taking over deals can make your team members believe you don’t trust their skills and experience. This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader.

3. Limiting Your Impact
As a sales leader, you should spend your time on activities that help you scale your impact across the team. When you become too focused and involved in individual deals, you reduce your focus on process improvement and creating the strong infrastructure needed to set your team up for long-term success.



The Best (and Most Boring) Way to Help Your Team
As I discuss in Chapter 1 of The Sales Leader They Need, one of the key traits of great leaders is also the most boring; predictability. But it can also be a key trait of those who fail to motivate and inspire their teams.

Leaders who are predictably directive often succeed in conditioning their teams to either wait for their orders or come to them for every single decision. This results in a decline in their initiative and overall engagement and longer decision cycles, sitting at odds with everyone’s objectives. By contrast, a predictably collaborative coaching style can both save leaders time and boost engagement. And the approach is simple.