I often hear leaders telling me how so and so on their team has a bad attitude but is otherwise great at the job so they see no reason to address the bad attitude. If the performance is good, you can live with a bad attitude, they tell me. This acceptance is wrongheaded. In time,…
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We compete every day for the sale, for a raise percentage, and for the next promotion. Competition motivates us to do our best, so why not utilize this motivator by encouraging competition within the team. This has to be done in a healthy way, of course, and a fun way as well. Small awards and…
A gem: “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” – Vince Lombardi
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…