New sales tools and methodologies? Why sales leaders should care
When it comes to the tools and methodologies that support your salesforce, there are countless to choose from. It can be tough to keep up. And do sales leaders need to? After all, it’s sellers who will live and breathe whatever new investment the company makes.
Our philosophy at Numentum is that sales leaders play a critical role in the adoption of new tools and methodologies. A leader’s craft is their combination of experience and ability to use the new technologies, approaches, and skills that continue to transform how sales operates as a function. There can be no mastery of craft without an ongoing commitment to learning, and leaders can use Numentum’s three principles to ease their own adoption and positively impact how their team approaches new challenges.
The risk of not mastering new tools and methodologies
Having worked with hundreds of high-performing go-to-market organizations, the team at Numentum has found that management disengagement is a primary reason that new tools and methodologies are not implemented with success. They’re often seen as ‘just one more thing’ that can be shifted down the priority list. We are creatures of habit, and change is hard.
While sales enablement may take the lead with training to drive adoption, the buck ultimately stops with leadership. Taking the time and effort to master new tools and methodologies has a beneficial impact across the board—on the sales leader, their team, the company, and sales as a profession.
The role of the sales leaders in methodology and tool adoption
Sellers will be on the frontline using the new tool or methodology, but sales leaders also play a crucial role. Gartner explains the additional requirements—and benefits— of hosting training sessions for leaders: “Managers also need specialized training, not just in the methodology, but also in how to coach it and how to identify when team members aren’t using it.”
When sales leaders know more about the new tool or methodology than sellers, they can positively influence the acceptance and adoption of the organization. We emphasize new tool and methodology adoption as a part of mastering the craft of leadership.
Mastering your craft for your team
Sellers will inevitably have questions when a new tool or methodology is introduced. A strong leader is one who is able to coach their team through changes and overcome any obstacles in the adoption process.
When leaders can’t provide coaching and answers, the negative consequences cascade. Sellers don’t feel supported, and sales leaders are more likely to go on the defensive—shrugging off the change as something that doesn’t matter. Confidence falters, and the tools fail.
Mastering your craft for the C-suite
Looking up the chain to executives, committing time and energy to new tools and methodologies pays dividends, too. If they suspect you are disengaged with a new investment—especially if it is one they have signed off on—this could damage how they perceive your performance. New tools and methodologies are opportunities to demonstrate your dedication to the success of your team and your role.
Ultimately, any change requires sponsorship and must be championed by those in leadership positions. Leaders who make themselves vocal advocates of new tools and methodologies will instill confidence both in their team and those above who have put faith in their leadership.
How sales leaders should approach new sales tools and methodologies
At Numentum, we teach an overall growth mindset that supports the adoption of new tools and methodologies. We coach sales leaders on spearheading high-impact activities that deliver returns for the individual and the team as a whole:
1. Become a power user
Sales leaders should carve out time to use the tool as sellers would. This could include completing the prescribed training exercises and experimenting freestyle with the technology to see what it’s capable of. For programs like Numentum, leaders should study and attend training sessions. Demonstrating a commitment to the new tool or methodology will encourage the sales team to do the same.
2. Recommend team-specific changes
Not every element of a tool or methodology will work in every company. Sales leaders should stay alert for things that they know their team will struggle to adopt. In some cases, there will be good reasons for process change. Where there isn’t, a leader must make the right call for their team. This requires close collaboration with sales enablement.
Owning the implementation in this way shows a team that the sales leader has their back. To executives, it shows a deep understanding of the tool and the team—and the ability to take accountability for necessary changes.
3. Recognize the long-term career investment
Mastering new tools and methodologies is vital for a sales leader’s personal brand and career progression. It arms them with demonstrable skills for the next review cycle, and a commitment to skill mastery will also make them more employable elsewhere.
Why the success of new sales tools and methodologies hinges on leaders
As sales leaders advance in their careers and the everyday process of selling becomes more distant, it can be easy to lose track of the changes that are required when new tools or methodologies are brought in. This is a dangerous trap to fall into.
Instead, sales leaders should reframe their mindset to see the many advantages that come with a continued interest in new tools and methodologies. It serves the individual, their team, and the organization well. And wherever they happen to go next.
Revenue Forward
Numentum is a buyer experience consultancy that helps B2B organizations go to market faster, bigger, and more effectively without the need for an expensive and time-consuming overhaul of existing processes and systems. We partner with CEOs, CMOs, CROs, and CHROs to develop customized training programs that integrate brand, sales, and marketing to deliver accelerated revenue momentum.
By efficiently focusing on the buyer experience, we advance the skills, information, and interactions sales professionals must deploy to engage with today’s hyper-informed buyers effectively. Our approach aligns sales with marketing to maximize the utility of brand investments, content, and digital channels—dramatically improving pipelines, shortening buying cycles, and increasing conversion rates.
Learn more about our approach with this introduction to the Connected and Empowered Enterprise, and follow us on LinkedIn for more strategies and tactics that drive revenue forward.
