Too many employees know what it’s like to work for a boss who’s more focused on the bottom line than on the people who actually get the work done. Servant leadership turns that all-too-common scenario on its head. It focuses on the needs of employees, customers, and other stakeholders instead of focusing on their own needs. Here’s a secret: Research shows that this leadership style can enhance team performance and satisfaction.

More businesses are dealing with longer sales cycles than in the past, and this is piling pressure on Chief Sales Officers (CSOs) to improve team performance. But it’s not just external market forces causing headaches—many sales organizations are struggling internally, too. In fact, a quarter of top sales companies say they’re not fully leveraging data to help with decision-making, Korn Ferry’s 2024 Sales Maturity Survey reveals, and this is impacting both individual and team outcomes.

Let’s face it, we’ve all turned into number nerds. Every day, we’re tracking everything from our steps and sleep to our screen time and even how many coffees we knock back. Why? Because data cuts through guesswork — it shows us what’s working and what’s not. In sales, we’re always swimming in data, from call logs and emails to deal closures and client feedback. All this data isn’t just useful — it’s essential to success.

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. They need help improving their productivity—to maximize sales results while reducing the cost, energy, and time spent on each deal.

Until recently, coaching was considered primarily a one-on-one practice. But no matter how effective employees are on their own, they can only contribute to the real power of the collective if their managers provide them with coaching as a group. In this practice, which the authors call team coaching, a leader’s role is to support the team as an organic unit, providing guidance, setting routines and practices, and creating constant opportunities for group learning. In this article, the authors describe three of the tools and techniques of team coaching that they’ve found to be the most important for fostering accelerated learning and successful outcomes.

Virtual work—with its benefits and drawbacks—is not new. But its pace accelerated at a dizzying rate in 2020. Now, people don’t want to return to the office. That doesn’t mean they can’t be committed and productive through astute virtual leadership. Ensuring such leadership should become a key priority for organizations.