Resources for Leaders and Sales Professionals Ready to Put in the Work
Focus!
You can focus on only one thing at a time. That's what it means to focus: to direct your attention to a singular point. With this in mind, do you think it better to focus on improving your strength or overcoming your weaknesses? I say improving your strengths. First, people...
A Tough Decision, The Right Decision
This story appears in my book, The Sales Leader's Playbook: I remember one young lady in a sales position who really did not like sales, which is probably why she had not obtained quota the previous six months. She did not enjoy prospecting and found that, regardless of the reports the...
“Plorking”
When we enjoy what we do and we do it well, we have more passion for it. We cease to be motivated solely by the upcoming paycheck, and begin to work for the enjoyment of the tasks, the struggles, and the fruits of our labor. I call this "plorking," playing...
Willie Mays on Solving Problems
Wisdom from Willie Mays: "I'm a very lucky guy. I had so many people help me over the years that I never had many problems. If I had a problem, I could sit down with someone and they would explain the problem to me, and the problem become like a...
Positioning People
Think of your organization as a sports team. Does every player for the Dallas Cowboys or the Texas Rangers play the same position? Of course not. The attributes and skills required for pitching are different than those needed for the outfield. The quarterback has a different role to play than...
Covey on Interpersonal Relationships
"A cardinal principle of Total Quality escapes too many managers: you cannot continuously improve interdependent systems and processes until you progressively perfect interdependent, interpersonal relationships." - Stephen Covey
DiMaggio on Giving Your All
This week I've been writing about creating a winning culture. Joe DiMaggio had it exactly right when he said this: "I'm just a ballplayer with one ambition, and that is to give all. I've got to help my ball club win. I've never played any other way." Expect this. Play...
Play Favorites
One of the best ways of holding everyone on your team accountable is to play favorites. Don't focus your time and energy on the bottom performers--play favorites and spend your time at the top. Doing this inspires team members to compete for your attention by developing their strengths and diminishing...
Why Make a Tough Decision?
Part of creating a winning culture is making tough decisions about team members who continuously perform below your expectations. You do yourself no favors by keeping people in positions for which they are ill suited based on their attributes and skill sets. And you do little for them. Part of...
The Sales Leaders Playbook
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