Skip to main content

Management & Leadership

The TACTIC: Let your prospect do 70% of the talking. Prospects don’t have time to be buried. Why train salespeople to bury them?

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider. 

The TACTIC: Never ask way. Always ask what.  The answers to “what” questions are steps that can be taken. The answers to “why” questions are rationalizations. Which one moves you toward managing salespeople?

The TACTIC: The problem lies within, not without.  You need strong individuals, not a herd of sheep.

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.