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Management & Leadership

The TACTIC: You start. While you probably can’t solve someone else’s problems, you can help her define them, which is the first step to solving them.

Four Goal Setting Habits of Effective Leaders Image

The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a whole.

The TACTIC: Know your problem. Make sure that the problem you need to solve is your problem and not a problem someone else needs to solve.

The TACTIC: Lead them back from the future. Teaching someone how to alter her future behavior is more productive than passing judgment on her past behavior.

The TACTIC: Don't give salespeople answers.  Showing someone how to solve a problem is infinitely better than solving the problem for her.

Here, then, are four best practices you should consider now for getting the right people into the right seats in 2019 … the people who are the very best fit for your business.

The TACTIC: Treat salespeople like customers.  The way you treat salespeople is exactly the way they will treat their prospects and customers. If you want to have your salespeople treat their prospects and customers differently, then what do you have to do?

The TACTIC: Don't go through the motions.  A sales manager gets exactly the type of salespeople he earns.

With Q4 upon us, it makes sense to start thinking carefully about what has worked – and what could be improved – in your prospecting plan this year. 

There are at least two scenarios under which you could imagine you’ve fulfilled that goal … and still end up letting down both the team and the organization!