The ABCs Of Sales Leadership...Always Be Coaching
Sales leadership requires a unique set of skills! In fact, the ABCs of Sales Leadership, Always, Be, Coaching, requires sales leaders to understand the keys to sales success that
top salespeople posses and average salespeople need to learn. Then, they can coach, teach and manage them daily.
The key for any sales coach is how they instill, inspire and develop their salespeople's Emotional Sales Intelligence (ESI). ESI is the combination of a salesperson's mindsets, beliefs and intentions. ESI reveals a salesperson's self-awareness, self-regulation, motivation, empathy and social skills. It's the driver of a salesperson's performance. It is the key to their continued development and actions. It's what separates mediocre salespeople from top performers.
The key for any sales coach is how they instill, inspire and develop their salespeople's Emotional Sales Intelligence (ESI). ESI is the combination of a salesperson's mindsets, beliefs and intentions. ESI reveals a salesperson's self-awareness, self-regulation, motivation, empathy and social skills. It's the driver of a salesperson's performance. It is the key to their continued development and actions. It's what separates mediocre salespeople from top performers.
If you want each year to be your best year yet, Then get ready to think, act and be different? It's time to be odd (Optimistically, Determined to be Different), or accept the alternative, being average!
So let's look at the 7 most important things a Sales Leader needs to understand so they can spend their time coaching, teaching and managing them to instill a winning sales culture and produce extraordinary results.
People cannot behave outside their mindsets and intentions. Some they're aware of, others are deeply rooted in their psyche, subconscious or human nature but they must be aligned or overcome to become their best.
As you coach, teach and manage your salespeople always keep in mind, selling is the most difficult performing art in the world. Salespeople, like all performing artist, athletes or musicians, need a leader and leadership is personal, it's not professional! It requires a strong mind and a positive attitude to overcome the obstacles and adversity that comes with connecting, communicating and serving people everyday. In fact, I'd go so far as to say sales makes a great career but a lousy job. So, make sure your salespeople are all in, fully engaged and committed to a career in sales, and not just working at a job. Then, they'll be the difference in their buyer's ownership experience, make customers and enjoy the ups and downs of a sales career.
By Mike Moore
The most important thing you can do is become self-aware of your mindsets, beliefs and intentions and learn to control them to create the results you desire!
2. Human nature and what people seek...
Are you good enough? Your answer sets you up to grow or shuts you down to be less than your best. You see, it's not that you need to be better, you're probably good enough to be comfortable or you'd be working hard to improve, just like you did until you reached your comfort level.
Instill the desire in your salespeople to learn, grow and improve, instead of seeking comfort. Help them create a habits of doing the difficult uncomfortable things first to become their best.
3. The power of intentions...
What are your salespeople's intentions when they go to work, and every time they meet with a prospective buyer?
The intention to make a sale must be shifted to helping, serving and doing what's best for the buyer. This is the secret sauce of top salespeople, that allows them to make customers and produces the best sales results.
4. Remembering the positive, overcoming the negative...
When salespeople think of buyer's, which one's do they remember? The compliant easy going buyers or the difficult, challenging, non-compliant buyers? Which ones' do they talk about the most and use as their excuses to keep from doing what extraordinary salespeople do? Since we're all wired to remember the negative the non-compliant buyers manage most salespeople's attitudes about buyers by default.
Top salespeople overcome their nature to remember the negative and stay focused on the positives. You must help them manage their attitude towards buyers and not let the difficult buyer manage their attitudes.
5. Respect and trust the buyers ability to make good decisions...
Only the top 4% of salespeople said they respected and trusted the buyers ability to make good decisions. Most salespeople don't respect the buyer and struggle to earn the buyers respect in return.
Hold your salespeople accountable to trust and respect the buyer's ability to make good decisions and watch their sales soar! Help them switch their mindset to respect and trust people's ability to make good decisions. Keep them focused on explaining the consequences of the buyers decisions, both good and bad, rather than just sharing information with the buyer.
6. Focus on the buyers ownership experience, not the buying experience...
Most salespeople are focused on the buying experience. Top salespeople focus on the buyer's ownership experience and this mindset transforms the sales conversation and the buyer and salesperson's relationship.
It's your job to shift your salespeople's focus from the short term reward of transactions, to the long term benefit of the buyer's ownership experience. Help your salespeople overcome their nature to seek instant gratification and they'll improve, be at their best for the buyer and their sales will soar.
7. Conversations, not presentations...
Top salespeople are present, engaged and have real conversations with buyers. Most salespeople talking heads making sales presentation that buyers don't like, believe or trust.
Make sure your salespeople turn selling into an individual personal experience for each buyer. This will help them reach their peak performance! Teach them that selling isn't executing a sales process, it's being trusted enough that the buyer will invite them to be their guide in their buying process.
As you coach, teach and manage your salespeople always keep in mind, selling is the most difficult performing art in the world. Salespeople, like all performing artist, athletes or musicians, need a leader and leadership is personal, it's not professional! It requires a strong mind and a positive attitude to overcome the obstacles and adversity that comes with connecting, communicating and serving people everyday. In fact, I'd go so far as to say sales makes a great career but a lousy job. So, make sure your salespeople are all in, fully engaged and committed to a career in sales, and not just working at a job. Then, they'll be the difference in their buyer's ownership experience, make customers and enjoy the ups and downs of a sales career. By Mike Moore
Leadership Is An Act Of With Love
We often mistake love for a feeling...It's not a feeling, it's an action. In fact, it's many actions and it's leadership at it's finest!
Before I get to the actions that make up love, let's define love...Love is patient and kind. It doesn't envy or boast, it's never proud. It doesn't dishonor others, it's not self-seeking or selfish, it's not easily angered and it keeps no record of wrongs. Love doesn't delight in evil or dishonest gain. Instead, it rejoices with the truth. It always protects, always trusts, always hopes, always perseveres...Love never fails.
Leaders need to love people...Yes, they have to care enough to want the best for those they lead.
It's even love that gives them the toughness and hard edge they need to challenge people to be their best, to set and raise standards of acceptable behavior. This is true in parenting, business, sports and religion...It's a leaders love that powers their belief and confidence in people. It's love that emboldens them to challenge people to learn, grow and improve. It's a leaders love that gives them the courage and strength to hold people accountable and it's love that helps them be open, honest and transparent.
It's a leaders love for people that causes those people to trust them and follow them in the first place. It's love that gives the vision a leader needs to know where they are going and how to help others get there with them.
When leaders fail it's because they didn't love people or lost their love of people. It's love that enables a leader to influence and inspire people to be more than they would be without them.
If you want to be a leader...Love more!
By Mike Moore
What Leader Do To Lead
BE TRUSTWORTHY
Be accountable...Take responsibility! Create and support an open, positive, risk taking environment. Have the courage to be open, honest and direct. Don't send messages, say what you mean and mean what you say. Focus on solutions, not fault finding or assigning blame. See unwanted results as an opportunity to coach and teach to improve individuals and the organization. Don't be defensive. You don't have to have all the answers...Just help people find them.
BE EXTRAORDINARY...REJECT MEDIOCRITY
Set and raise standards...Keep raising the bar. The lowest form of behavior you allow defines who you are as a leader. Blur the lines between job assignments...The mission is everyone's job. Don't allow average attitudes, thinking or behavior. Assign and monitor all work to teach and coach using specifics situations. Hold people accountable...Starting with yourself!
BE CARING...DO WHAT'S BEST FOR PEOPLE
Coach attitudes, teach skills and manage actions to help people learn, grow and improve...Don't overreact! Make people more important than results and manage people's attitudes before they become actions that produce poor results. Don't accept or allow average thinking or behavior...Reject mediocrity! Care enough about the person to challenge them to do what they don't want to do, that will help them grow, improve and become the best they can be. Be a servant, do what's best for people don't just try to please them.
BE AWARE...PAY ATTENTION
Make people more important than things, results or accomplishments. Make taking time for people a priority to validate and show your respect for them. Ask people's opinions...Pay attention and listen. Reward extra effort...Pay attention. Make people feel important...Pay attention and pay complements. Don't avoid conflict, it will serve you and the people you care about, but be kind, compassionate and respectful. Listen to people to validate them and their efforts, growth and accomplishments. Did I mention pay attention? Be mindful that people will treat each other and your customers the way you treat them.
BE A CHANGE AGENT
Be a change advocate...Lead the change. Encourage others to embrace change! Ask people how they and the organization can improve. Question everything...Never except or settle for the status quo. Make learning, growing and improving the primary goal. Hold people accountable to change so they'll learn, grow and improve...When they don't or won't, then, change your people.
By Mike Moore
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