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.
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.
Coaching involves much more than actions and skills. Coaching is a culture that creates and multiplies success. A coaching culture, like any culture, must have laws, beliefs and consequences for success and for failure. It’s not enough to say you want or you have a winning coaching culture; you as a leader have to work…
An important lesson for any sales professional is to be coachable. If you refuse to follow the coach’s leadership, then you can’t function as the member of a team, the team can’t function, and no one can win long term. Take it from Peyton Manning: “The head coach tells us what to do, and we…
Basketball superstar Larry Bird reminds us of the often forgotten obvious: “the best players will play. That’s the way it will always be.” This is also true of sales professionals. No matter how long you’ve sold, how many successes you’ve earned, or how much money you’ve made, you won’t stay on the top without maintaining…
August Turak highlights the traits he’s found it takes. Money quote: I often hear the argument that being coachable is a dangerous trait unless we are “certain” that we have the right coach. But while I am sympathetic, authentic change is a journey into the unknown, and a journey into the unknown is by definition…