Do Your Salespeople Have the Courage to Win?

August 30, 2018 Selling Comments Off on Do Your Salespeople Have the Courage to Win?

The last newsletter discussed the fact that “Top Performers” are leaders and that leadership related to the sales process can take the form of having the “courage” to do what is necessary to succeed.

That is, to “Win”. Today, many people conform to belong and to be part of the group or team instead of striving to be leaders. Typically, these people lack the “courage” to take a stand or to push back against those they confront and work to do what is right and what is needed to succeed where others fail.

“Top Performers” are different from the ordinary sales person because “Top Performers” know what “courage” is and use it to lead and to “Win”. They live to “Win”.

“Top Performers” have the “Courage” to be different, to do what others do not, to take the risk that will bring the highest reward, to reach higher and farther to meet their goals and to “Win”. They set goals that are above the rest of the team and they work hard to meet and exceed these goals because they understand this is what will bring the greatest reward. This reward takes the shape of personal satisfaction in a job well done, being the “go to guy/gal” for their customer and employer, increasing the trust their customer has in them to provide solutions and of course, increasing their income by closing more deals.

But how does the “Top Performer” reach a level above the other sales people on their team? By having “courage” and using this “courage” to do what others are afraid to do.

Sales can be a tough profession and performance or lack of it, is evident in well managed sales teams. We have many tools that we use to measure sales success including Key Performance Indicators (KPI’s), CRM and Quote Logs, Order Logs and Commission.

Where does a poor performing sales person hide when these tools show negative results? There is no place to hide. “Courage” can start here with the sales person taking responsibility for their actions in front of the rest of the organization. Before they are done, the “Top Performers” will use this “courage” to rise above many on the team and place themselves in a position to “Win”. This is what we need and want from all our sales people.

“A Habit” is not work, but just a thing that is done every day and having the “courage” to do what is necessary to succeed is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!