Take your sales team with Good to Great Sales Management Training
I recently read the book by Jim Collins Good to Great: Why some companies make the leap and others do not and found that many of their ideas can help improve sales team performance.
Collins's book, answers the question: How can good companies, mediocre companies, even bad companies achieve enduring greatness? The use of standards high, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. The research team compared the good companies with a carefully selected "comparison" of companies that do not make the leap to excellence.
More than five years and 15,000 hours of research, Collins and his team to deduce the key determinants of greatness – why some companies make the leap and others do not. Some of its findings and what I think the results mean for the development of Collins and his team.
Good is the enemy of great
Some Member sales teams will never be big because their sales managers to be good. It is easier to be great. Also found sales manager not to send many all their suppliers to "sales seminars sales managers TopLine Leadership>.
First … What can
Collins is expected that leaders would be good to start either a new vision and strategy. That their research has found, however, was that the best leaders for the first time people appropriate equipment, hired the wrong people, but I have them at their best … and then decide what is the vision and strategy of the era. The saying "the people are its most important asset "is wrong. should be replaced by" The right people are your most important asset. "Then put their best employees its greatest opportunities, not its biggest problems.
Enforcement matters: Is there someone on your team you should not? Do team members in a less than optimal, a person whose skills are not fully utilized? What and when to remedy these situations?
Face the brutal facts, but never lose faith
One of the most important findings of the research is innovative output Collins are a number of good decisions, diligently executed and accumulated one on the other. You do not have to be perfect, but to be great, you have to do much more good decisions from bad ones. And good decisions require accurate information that can be difficult to obtain. Collins wrote:
Indeed, for those of you with a strong personality and charisma, it is useful to consider the idea that charisma can be as much a liability as an asset. His force of personality can sow the seeds of the problems when people filter the brutal facts about yourself.
Winston Churchill understood liabilities of his personality. It was feared that he would not get accurate information from their subordinates, then during the dark days of World War II, founded the "Statistics", an independent ministry outside the structure control that fed him made the most accurate, in fact brutal, war. Churchill was also the second requirement of greatness – an unshakeable faith that Britain would survive and prosper, even if things were so bleak.
Implementation issues: What is a dream that dare dream (his team), if he knew he could not fail?
His "Stop doing" list is more important to their "to-do list.
Many sales managers to lead a full life, the fulfillment of the task after task after work. Interestingly, the leaders discussed in "Good to Great" companies use many "stop doing" lists "do" lists are constantly asked.:
What We can do better than anyone? What kind of opportunities that we love? And this customer segment enables us to get the most benefit?
Good to great leaders instilled a culture of discipline – by teaching his team to emphasize and what to ignore.
Application questions: What are the opportunities or customer segments, your team can make a compelling case to be the best option? Which of these options are more profitable and why? Finally, what can be passionate?
His team is brilliant on the basics? sales otherwise, you risk losing, you should be winning. In TopLine Leadership, to help resellers focus on the basics of effective selling techniques and sales managers to master the basic concepts management / leadership. We can help you and your sales team with these concepts with our leadership, "sales> training and training seminars management.
About the Author
Kevin Davis is the president of TopLine Leadership Inc., a company that provides speaking, consulting and training services that dramatically increase TopLine revenue growth. Since 1989, Kevin has delivered sales and management/leadership training to tens of thousands of tenured salespeople and sales managers.
Good Books: Introductory Studies To Islam
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