Resources for Leaders and Sales Professionals Ready to Put in the Work
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...
Standard for Success #1: A Winning Attitude
Success is there for those who want it and are willing to do what it takes to achieve it. This desire and willingness to succeed make up what I call a winning attitude. It's not a passing thought or feeling that you get every once in a while. It's the...
Set the Standards for Success
Do you want a winning team? Then you have to set standards and accept nothing less. What are these standards? A winning attitude Attributes required for each job Top performance in the assigned position Eagerness to practice and improve Willingness to learn from failures Ownership of results Respectful support of...
Accountability Goes Both Ways
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...
Work Your Sales Plan
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...
Are You a Sales Professional?
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...
Living the Dream
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...
Observe to Lead
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.
The Sales Leaders Playbook
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