Collaboration and competition are both good activities for the sales professional. And they do not cancel out one another. Competition gives you the incentive to improve your game; collaboration allows you to help improve the games of others and them to help improve your game. Sales leaders should encourage both attitudes: the competitive and the…
“The achievements of an organization are the results of the combined effort of each individual.” “People who work together will win, whether it be against complex football defenses, or the problems of modern society.” “Individual commitment to a group effort – that is what makes a team work, a company work, a society work, a…
Confidence is contagious. So is lack of confidence. – Vince Lombardi If you want your team to catch the confidence bug and display confidence with their customers, clients, and prospects, you would do well to show confidence yourself. Your confidence (or lack of confidence), in yourself and in your team, will spread.
Being a top ranking sales professional is very similar to being a top ranking athlete; it requires being coachable and focused and having great desire, confidence in stature, and humility in growth and practice.
Respecting and supporting the members of your team means helping them to do their jobs well and improve their skills over the long run. It means caring about them as people who can do their jobs well but also benefit from your coaching. You have to find that happy medium between micromanaging and leaving them…
Actions have consequences. The policies you put into practice, the decisions you make on the job, the structures you design for life in the field–these will yield results. Sometimes good, sometimes bad. You have to own up to all of them, the good and the bad, and that means allowing the results to inform the…
Everybody fails. Not everyone succeeds. When you fail–and you will fail–the way to success is found in knowing what you did wrong, why and how the failure happened, and what you will do in the future to prevent it from happening again. Don’t play the blame game, pointing fingers at others for your mistakes. Own…
We’re creatures of habit, either improving or getting a little worse at what we do. Our skills have to be put into practice, but we also have to practice them, i.e., focus intensely on their growth and proper development. Just as athletes can’t rely on skill building during the game, sales professionals can’t rely on…
As I discussed the other day, you need people in positions for which they have the right attributes and skills, but you also need to expect top performance. Attributes and skills mean little if they’re not embodied in action. Let your team members know that each of their assigned positions is not a given, not…
Now here’s a real estate agent who’s mindful of a unique clientele. Are haunted houses enough of a problem that “Not Haunted” house for sale signs are a thing? Props for knowing your prospective customers, I guess. Image via