Accountability means no excuses. You acknowledge your responsibility for your actions, decisions, and policies. You take ownership of their consequences. If you are a leader, you expect your team to be accountable to you and themselves, but they also expect (rightly!) that you will be accountable to them. If you tell your team to exceed…
A quality sales plan will tell you where you are, where you want to be, and the steps you will take to get there. Work your plan. Make it happen. Don’t let it be a vague idea in your head or a detailed map buried in your desk. Keep it front and center, stained with…
Mark Weber draws the comparison, focusing on customer experience.
Sales professions sell the right products or services for their customers. Be proud if you accomplish this. Don’t disguise your job with catching names like consultant or adviser. If you sell for a living, do it well. Help your customers and clients find the products and services that are right for them!
Imagine who you want to be. Now make yourself into that person. Success comes from dreams, diligence, and hard work. Sometimes you have to discern, over time, who you want to be. Today’s dreams may not be tomorrow’s. But when you’ve determined where your attributes and skills, when developed, can take you, take the steps…
You can’t lead with only platitudes; know your team members so you can specifically address their strengths and weaknesses. Join each one out on the field so you can see what they do, how they interact with prospects, and where they need improvement. This isn’t micromanaging; it’s coaching.
Stephen Covey said that you can’t just teach by example and by having a good relationship with the members of your team. You have to teach explicitly. This is true, but you also have to know your team members well enough to specifically address their strengths and weaknesses. Join them in the field. If you…
We are excited to announce our next Public Seminar! Hosted at The Sheraton in West Des Moines! Pass the word and take advantage of early bird pricing!
Sharing your game plan with others is an excellent way to keep yourself accountable. The feedback you receive will be invaluable. Who are some people, either on your team or otherwise, who can look over your game plan? What will each of these people bring to the table? Encourage them to share their plans with…
If you have serious weaknesses in your field, then your work may not be right for you. Of course, it’s worth taking some time to turn your weaknesses into strengths. Your focus, however, needs to be on building your strengths and capitalizing on them. Spend most of your practice time here, and you’ll see more…