Executive Sales Leader Briefing: Strategic Leader vs. Tactical Manager

Ask yourself, “Are the decisions I make tactical or strategic?”

I see far too many leaders spending all of their time making tactical decisions. By this I mean decisions that impact such things as today’s business, this quarter’s volume, a person’s work schedule, etc. All of these types of decisions do need to be made, but are they being made strategically?

We don’t spend enough time thinking strategically. Before making any tactical decision, ask yourself the following questions:

1. Does the decision need to be made by me?

2. Who could the decision be delegated to and in so doing help them grow their skills?

3. What will the impact of this decision be on the business long term?

4. How can I ensure this decision will help somebody in the organization grow?

5. How does this decision impact the culture of the organization?

6. What are the unintended consequences that might arise from this decision?

7. Who will be impacted and what do I need to do to ensure it’s received positively?

In our jobs we may have to act tactically, but that shouldn’t prevent us from thinking strategically.

Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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