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The Center for Sales Strategy Blog

Are You a Great Coach?

coaching salespeopleI work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Topics: sales management leadership coaching

The Power of Asking Questions as a Leader

leadership - power of asking questionsIt’s easy to assume that as a manager, we’re expected to make all the decisions, give directions, and generally just be sure that things are getting done by our team. While there is a little bit of truth to that, the best leaders know that in order to truly be effective and successful you must do one thing really, really well… Ask good questions. And it doesn’t stop there. You must not only be asking great, thought-invoking questions, but then be ready to shut up and listen. This certainly sounds easier than it is.

Topics: sales management leadership

2 Reasons Some Managers Can't Activate Their People


Why have a manager who cannot move their people to performance?

That would be useless, right?

But the reality in today’s business is there are too many managers who fit this description. Why is that? Why would a manager, despite his or her best effort, be unable to activate their people? There are two primary reasons, and they have an interactive relationship with each other:

1. The Manager Doesn’t Have a Lever (a Powerful Relationship)

Lots of managers have a friendly, or at least cordial, relationship with their people. But not what we call a robust relationship. A robust relationship is one that’s useful to the manager wishing to improve the salesperson’s performance, and, therefore, the organization’s performance. It’s a relationship that gives the manager the power to accomplish this essential aspect of his or her job.

Topics: Management leadership

Two Unexpected Traits of Leaders Whose Teams Experience Success


There are myriad ideas and theories out there about what makes a great leader, and many are useful. They give some insight into those characteristics that define effective leaders—strategic thinking, strong focus, a sense of mission, passion for customers, innovation, hard work—the list goes on. But there is one trait strong leaders often exhibit that is not often discussed. It is the innate ability to build powerful relationships with the people who work for them. It’s critical, and it correlates to long-term success for the leader for several reasons:

Topics: Management leadership

Great Sales Managers Understand the Power of Restricting Freedom


If you open an underwater door and let a fish out of an aquarium into the ocean, he is free. Free to swim around the sea! But if you let him out of the water completely, he is not really free. The fish needs water to live — this restriction is a good one. The fish also needs room to swim — the restriction that keeps him caged is not a good one.

Topics: Management Sales leadership

What Smart Sales Managers Understand About Vision


I was talking to a client last week who was feeling defeated because his team was not meeting every goal he had set out for the year. I get it, good sales leaders hate to lose and should be upset when they don’t deliver the number. But this is a very strong team, delivering strong performance. And they keep setting tough goals in lots of different areas. They have a big vision for where they are going! They aren't going to be able to hit every goal, every time.

Topics: leadership goals vision

Sales Management Secret: There is No Such Thing as a Fearless Leader


Here’s why. When you have a passion or burden for something, there are fears that come with it. You can only be a fearless leader if you are leading in an area that you don’t have a passion for or don’t really care that much about. So rest assured the fears are normal. The real question is, what do you do with the fears you have? I have a two-step plan that I think will help.

Topics: sales management leadership

3 Things Every Sales Manager Must Do to Become a Sales Leader


Next week I am going to speak at my children’s school for career day and am excited to tell them about how I work with clients around the country to help them achieve results for their businesses. No, I’m not a brain surgeon or a trial lawyer, but what I do as an inbound marketing and sales consultant has an impact on those I work with. I know that each of my clients is better educated about sales and lead generation through our weekly calls and that I am truly making an impact.

As a former sales manager myself, and now working alongside sales managers to help with lead generation, I know that a sales management career is one that can really make an impact. Sales managers are not just the face of most companies and sales organizations, but are also the heart and soul of them, as far as I am concerned. A good sales manager does more than just keep track of sales and new accounts garnered each month. A sales manager that’s interested in becoming a sales leader helps to grow and develop each team member. This goes beyond making sure each member of the sales team knows the company’s products or services and extends to providing each salesperson with a mentor and role model. Let’s also be very candid about this… if a sales team likes their sales manager and the organization they work for, they will work harder and care more about their work and produce greater results every time. 

How can you further your career and make even more of an impact? Here are three things that will take you from being a manager to also being a leader.

Topics: sales management leadership

Leadership Lessons: Leaders Eat Last


As the son of a Naval Commander, I heard my fair share of military wisdom and leadership advice from my dad as I was growing up at military bases around the world. We were stationed at the Naval Base at Guantanamo Bay, Cuba and in Rota, Spain, and when he wasn’t flying a reconnaissance mission I would regularly hear him say, “Wake up, it’s Zero-Dark-Thirty”, “What’s the sitrep on school?” and “Straighten up your quarters”. Most of the time it went in one ear and out the other as it would with any child or young adult. Now that I am older and hopefully wiser, when I hear retired military personnel like Admiral William H. McRaven (retired) give the commencement address at the University of Texas and provide leadership tips to recent graduates, it’s usually advice that I find worth listening to.    

Topics: sales culture leadership

Grow Future Leaders with Socraticship


I have noticed that many leaders I work with tend to retreat, decide, and dictate when the stakes are high and the stress is intense. True confession: I actually do this as well, but it’s easier to see how screwed up it is when I see others doing it! Right. I’m talking about times like budgeting for the new year or creating a new compensation plan to drive intended behaviors.

Here’s the irony. One of the common needs I hear expressed by those in the top sales leadership role in a company (business owners, VP Sales, Director of Sales, etc.) is how to develop the other sales managers in their organization. The ironic part is the greatest growth opportunities are these high stakes moments that fall on the top sales leader. Instead of retreating, deciding, and dictating, consider Socraticship. I know Socraticship is not really a word, but maybe it should be. Socraticship is Leadership that leads with questions, instead of answers.

Topics: Sales leadership