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Make Sure Captains are Leading Your Sales Development

Fishing for king crab in the Bering Sea often means fishing in rough seas, high waves and blizzard-like conditions. It’s the way of life for the fishing boat captains who are featured on the TV show Deadliest Catch.

Not anyone can be a captain. The people who guide these vessels and brave treacherous seas must pay their dues before they move up to the wheelhouse. Take Johnathan Hillstrand, the grizzled captain of the boat Time Bandit who recently announced his 37th crab season would be his last. Hillstrand is a third generation fisherman who started as a greenhorn and worked his way up the ladder.

As a greenhorn and later as a deckhand, Hillstrand learned how a fishing boat works and operates. By the time he reached the captain’s chair, he had experienced nearly everything a fisherman can expect when they’re out at sea.

Doesn’t that sound like a good sales leader? Effective sales leaders not only talk the talk, they’ve walked the walk. They’ve carried a bag. They’ve held a quota. They’ve been responsible for a territory. They’ve met with clients and closed deals large and small. They’ve managed a client roster and provided customer service.

In short, they’ve mastered everything sales professionals do on a daily basis.

If your organization’s training and development initiatives are not led by leaders who have been through the storms of selling, you’re training isn’t as effective as it should be.

A part of being a captain is making sure their teams learn things along the journey and teach people how to be better at their craft so they can move up in the ranks (or sell more and sell better). The captains of Deadliest Catch teach us this each and every week. If you want to learn more about the impact leaders can have on your sales teams and enablement initiatives to increase efficiencies and drive revenue, make sure you attend the upcoming webinar, Sale Enablement: Making the Pain Worth the Gain, on April 25 at 2 p.m. EDT.