As an OOH sales manager, your core responsibility is to empower your sales team to consistently excel and enhance their performance. Whether it’s selling outdoor advertising or navigating complex negotiations for new locations, land leases, or easements, your influence is pivotal. Regular sales meetings, coaching sessions, and in-house training are integral components of your strategy to ensure your team is accountable, on track, and equipped with the necessary skills.

However, the question remains: What are you doing to enhance your own performance in these crucial leadership moments? To truly become a better sales leader, consider these six suggestions:

1. Analyze Your Attitude: Your approach to work sets the tone for your team. Consider whether your enthusiasm is contagious or if your attitude implies viewing work as a burden. When challenges arise, strive to identify possibilities rather than just pointing out limitations. A positive leader encourages their team to perform at their best.
2. Adapt Your Behavior: Recognize and appreciate the unique personalities and strengths of each team member. Understanding and adjusting your interaction patterns to align with their preferences fosters better communication, cooperation, and productivity.
3. Acknowledge Your Limitations: A good leader guides rather than dictates. Communicate that you don’t have all the answers (even if you think you do) and involve your team in goal-setting, strategy development, and problem-solving. Encourage their input to enhance their sense of ownership and motivation.
4. Delegate Responsibilities: Identify routine tasks that can be delegated to team members. Delegating not only frees up your time for more critical activities but also promotes personal and professional growth within your team.
5. Be a Resource: When you delegate responsibilities, make yourself available to provide guidance and answer questions. Actively listen to your team, showing them that their concerns are valued. Encourage open communication, but ensure you follow through by genuinely paying attention.
6. Follow Up: After empowering your sales team to engage more fully, consistent follow-up is crucial. Provide timely feedback, letting them know how they’re performing. This real-time management approach enables you to keep them on track, correct mistakes promptly, and maintain a dynamic and responsive team.

Try incorporating these six strategies into your leadership approach. This proactive approach will likely unveil new ways to interact with your team, fostering an environment that propels them toward improved performance and the results you both desire.

Need help with sales skills or coaching to take your out of home company to the next level.  Learn more about OOH Sales Mastery at oohmastery.com  or Contact Dan Nausley at  dan.nausley@sandler.com, 423.702.5579.

Lisa & Dan Nausley of Sandler Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching scores of OOH Operators and their teams across the country in sales, leadership, and executive coaching. 

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