Resources for Leaders and Sales Professionals Ready to Put in the Work
Vince Lombardi on Confidence
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,...
What does it take to be a top-ranking sales professional?
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.
Standard for Success #7: Respectful Support for the Team
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...
Standard for Success #6: Ownership of Results
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...
Standard for Success #5: Willingness to Learn from Failures
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...
Standard for Success #4: Eagerness to Practice and Improve
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,...
Standard for Success #3: Top Performance in the Assigned Position
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...
A Sign for Everything
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
Standard for Success #2: The Right Attributes for the Job
Do you position your team members in the roles that best suit their attributes and skills? This is important. If you're baseball coach, you don't want farsighted players (with no corrective lenses) playing outfield. You do want pitchers who can throw the ball with speed and precision. You do want...
The Sales Leaders Playbook
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