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The Center for Sales Strategy Blog

Leadership Development: What is the "bridge" for the people you manage?

Sales CoachingWhat a fascinating conversation!  A manager was telling me about all of the people on her team. She would start by saying what each person's personal goal was for the year and how she helps them work toward that.

For one person, his goal was making enough money so his wife could continue to be a stay-at-home mom. For another it was so she could continue to provide college tuition money for her daughter. This manager continued to tick off the personal goals for all seven members of her team.  

Do you know I've never heard a manager do that before?  Imagine how powerful it is to one of your people for you, as a manager, to be working toward their goal instead of yours? 

On the next client trip I asked this question to all of the salespeople:


"At the end of 2013, what do you want to accomplish personally or professionally that will make you feel like you've succeeded?"  


Some of the responses:

"I want to buy a new car."

"I want to make six figures."

"I want to travel to Germany to see my son."

"I want to build a bridge on my property so I can access it from the main road."

Not one person told me they wanted to reach their budget. That's manager's want, but it's not necessarily what salespeople want. 

Have you asked your salespeople what their bridge is? There is no better time than the present to find that out and build a plan to help them get there.


Even more ways to help improve your sales performance!


Emily Estey is VP / Senior Consultant at The Center for Sales Strategy.

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Topics: Sales