Sales Leadership Lessons
My goal has to be worthy of the teams commitment. Wherever I lead my team both destination and journey must be worthy. I want to lead by example- As a sales leader I must have a vision at all time, even if my bosses don't have this. I must develop this vision and discuss with my team. A vision motivates.
- Have discipline to do what it takes - Discipline is doing what you are supposed to do in the best possible manner at a time you are suppose to do it - Be on-time, and aware of time - Commitment means something, you got to be willing enough to make a commitment work even against a certain loss
- Trustworthy - Be honest and sincere - Do not lie, cheat or steal, or tolerate those who do - Be secretive but not deceiving, be a killer not a murderer - Tell the truth - Confrontation means meeting the truth head-on
- Be an optimist that thinks positive - Turn every - into a + Pay attention to detail, the deal will be found with a detail you thought did not mean anything - Think about winning, there is always a deal to be had - Have the courage to lead - Every quarter is a new opportunity - Adversity is an opportunity to have new options and perform
- Coach your team to make them think - You hear, You forget; You see, You remember; You do, You understand - Learn what works best, copy it, improve on it - A team is to accomplish what one person cannot accomplish - A team equals to more than the sum of the individual effort - Customers want sales persons to bring solutions to problems the customer is unaware of - A team that can sell on "Problem solving" instead of "Whachagot" (SPIN) - Teamselling, involvement creates commitment, build a sales team and it will feed itself (Selling is a team sport)
- Buikd a team that is tenacious till the last moment - A team that does not quit
Respect. A team that respects and is respected - Respect for your customers, for your colleagues and for yourself - Never talk negative about a customer/prospect
Be fair and honest treat everyone equal- Be known as the hardest working team - Team that prepares its sales calls well (Sales checklist) - Try hard all the time, anytime
- When you have success, share 5-10% of your commission with those who made you successful!
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