I’m lucky. I’m often surrounded by smart sales leaders. Here’s a list of things they shared with me recently:
- The most important things in the sales process are follow-up, coaching and positive reinforcement.
- If you choose the right people for the job and they’re willing to learn and try new things, they will make progress.
- Positive reinforcement works.
- The most important thing I’ve learned is that you must stay aggressive at all times. You can never have enough deals in the top of the funnel.
- I need to focus on the day to day activities that will make my team successful.
- Holding people accountable is critical to success.
- We are always trying to hit home runs. I need to keep preaching singles and doubles. The small victories add up.
- I have to schedule the time to conduct 1 on 1 coaching sessions with my team. If it’s in my calendar it will happen.
- Each team member has different strengths and weaknesses and my coaching must take that into consideration.
- People will generally do what you ask of them if you provide a clear message of what you expect and offer appropriate support.
- I need to spend more time with my team leaders and ensure they are coaching their folks. If I coach them, they will coach their people.
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If you’re looking for a speaker for a sales conference, call Susan Lersch at 610-296-4773 or email her at Susan.firstname.lastname@example.org. Buck Bierly and Ned Miller can work with you to provide day or half-day workshops for your teams on a variety of sales and sales leadership topics.