Posts tagged sales development
Lessons from my mentor, Chris Dale - Sales Management Powerhouse

Everyone stands on the shoulders of the people around them that have shared their wisdom, guidance, and care as we develop. 

I’m no different, and neither is my mentor, Chris Dale, a man who has built and scaled dozens of successful sales teams in the IT staffing world. In this article, I’m going to share the principles and tactics I learned from Chris about

    •    How to quickly identify the intangibles in a sales hire
    •    A trick to find out if your sales candidate is motivated or not
    •    The difference between motivation and inspiration and why you should never motivate people
    •    How to define and understand your job as a sales manager
    •    When to part ways with a struggling salesperson
    •    Perseverance and mindset over matter
    •    How to get out of a personal slump
 

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Has the “One on One” Officially Died?

When I was a young sales person I met face to face with my Sales Manager every single Monday morning. We talked about my sales metrics from the previous week, he double checked my documentation in the CRM, we talked about this week’s plan, and he gave me feedback on where I can improve. Most importantly, he asked me where I needed help.

Because I knew Monday morning was coming and good old Kirby (that was my first manager’s name) was going to be in my kitchen, it really helped give me that extra accountability I needed to make sure I did all of the little things. I didn’t cut corners, because I didn’t want Kirby to find out and be disappointed. Eventually, I started just doing the little things right because I started seeing the results and those “little things,” all of a sudden had a ton of value to me.

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The #1 Way to Motivate Your Sales Team

I used to look at my Sales Team and then stress myself out, wondering what I could be doing better to keep them motivated. I used to lose sleep over it. Then I learned a golden rule that changed everything for me. In turn, my hiring improved, sales activity improved, and sales were on the rise in a dramatic fashion. The golden rule:

THE NUMBER ONE WAY TO MOTIVATE YOUR SALES TEAM IS TO NOT MOTIVATE YOUR SALES TEAM

The day I learned and fully understood that human beings cannot be motivated was one of the best days of my life. A weight was lifted off my shoulders. I didn’t have to lay in bed anymore wondering if I was doing everything I could to make “James and Katie” work harder and want to crush their goals. The human behavior behind success, drive, and achievement all became very clear to me.

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4 Signs That Your Sales Culture Has Rough Waters Ahead

Show me around under the hood of a company’s sales culture, and I’ll tell you exactly how successful (or unsuccessful) they are going to be. Of all that it takes to build a booming Sales Team, there is not a single thing that compares to its CULTURE. “What is Culture?” you ask. Culture is the core personality of an organization. It is that which defines the environment in which employees work, how they behave, and why they do what they do. Here are four easy to detect signs telling you that your Sales Culture is in for some rough waters:

1 — You’re getting average performance out of your team — Without a successful sales team no company can survive.

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8 Things to Remember When Leading Top Performers

I’ve always tried to spend most of my time analyzing, speaking to, or with people who are top producers in what they do. While their are a ton of tactical takeaways in how they do their work, there is just as much to learn in what great managers and leaders do to help push these folks to continue producing at a peak level. Next time you’re preparing for a quarter review or weekly meeting with one of your top players keep the following in mind:

  • They’ve earned a healthy level of freedom — don’t be afraid to give it to them

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