One of my favorite pieces of leadership advice when running a 1,000+ team was: “You can’t do for one what you can’t do for 100.” Think about that. Think about your business and what you are doing for your team members today. Write out that list and now put on your thinking cap. What can you do to systematize this […]
Often, we as leaders, feel that we get our value from doing everything for our team members. Oh! I’ll go to that meeting and close that sale for you. Oh! Ask me any question you have about how to do something and I’ll answer it right away. I know how it is. We feel that this is the reason we […]
When I was a little girl, my dad was in the military, so we moved several times. My dad got a new role as Chief of Surgery at Fort Leonard Wood, so we packed up and left San Francisco and moved to Waynesville, Missouri. Back then, Waynesville was a backwoods town; so much so, that when a farmer shot my […]
Have you ever been at a point in your business or your personal life where you weren’t quite satisfied with how things were going, so you started complaining about issues within your company/relationship, and started looking around for where the grass might be greener? Yeah, a lot of people get there. Many of us stay there for months, years, and […]
Today, I get to bring you Chad Blanton with Simplicity Financial Marketing. I believe he is a top leader in the world of sales. I have enjoyed watching him succeed at a high level no matter what role he is in, whether sales or leadership. I asked Chad what he can attribute his success to and to give me his […]
Your squad is your small group of people. They are the ones you trust and choose to hang with. They are the people in your inner circle who are loyal to you despite your failings. However, there needs to be some kind of quality control within the squad. Who you pick for your squad should have some bare minimums. Remember: […]
Are you killing your momentum during your “Golden Hours” of recruiting by allowing distractions? While sometimes we want to celebrate a sales victory or take a call from an outside source, we want to make the most out of our scheduled recruiting hours. We are rounding out the series today on the four things that you can be doing as […]
To elevate your energy level during your prospecting phone calls, STAND UP! I have done both a standard sitting desk and then also one that stands, and the difference in energy levels is astronomical. Today is my third out of four tips for maximizing your golden hours. If you’re a sales manager and you are making recruiting calls, and you […]
Do you know how some people are natural born storytellers? You know the people. When they tell a story, it’s like E.F. Hutton, everyone is listening? I have always been jealous of those people! Maybe you are more like me in that you rush through the story or you say the point of the story before you really get into […]
My final tip in my series of income producing activities for sales leaders is to self-generate potential recruiting leads every single month. If you want to build your “Dream Team” you need to always be on the lookout for people with the “it” factor! These are people that you come across in everyday life and in business settings. Make a […]
Do you implement and enforce your performance recovery plan (PRP)? The 11th income producing activity of sales managers is to have a solid PRP in your arsenal when you have a team member get off track. Many times, we find that managers either do not have one or it is filed away and is not used. With regards to a […]
Shadow your team members on a REGULAR basis. A day in the field is worth a hundred personal conferences or meetings. Today, the 10th income-producing activity is to shadow each of your team members in the field on a regular basis. At Southwestern Consulting we believe that spending some shoulder to shoulder quality time in the area with your team […]
God made us all capable, but are we really available? We were made to be ambassadors though service to His Kingdom and communication of His message. As such, we are all capable. I wonder though… where are the many who are called but do not answer? To be capable is the ability to achieve. It’s the competency and proficiency […]
“My attitude is, if you try to help people, good things will happen to you. Taking the focus out of how much money do I make per hour, which I do well, but that’s not the focus. By helping a client determine what they want and what they need, we can help them make intelligent and informed decisions.” -Bill Manby, […]
Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]
Does your team tend to interrupt you during the work day? The one thing I find critically important as I work with sales managers is helping them to set up weekly personal conferences or one-on-ones with their team members. These meetings will significantly cut down on your daily interruptions. If you have been following along in this series, the 12 […]
When you are running your weekly meetings do you used a WEEKLY LEADERBOARD to highlight your team’s successes as you recognize team members? In the weekly leaderboard include these tracking categories: Phone calls Conversations Referrals Presentations Additional CRITICAL SUCCESS FACTORS Today, I want to share with you what a huge difference a weekly leaderboard email with the entire cumulative results […]
Have you ever thought about these two statements? I have. What comes to my mind is how our story is made up of our past, while our choices determine our future. Having the good fortune to have worked with college students for two decades with Southwestern Advantage, I’ve come to realize they are in a crossroads of finding who […]
I want to share with you one of the fastest ways that you can motivate your team. In my sixth income-producing activity of sales managers, I want you to explore the use of a DAILY LEADERBOARD. It is NOT to shame or publicly humiliate the team members that did not have a great day the day before but to recognize […]
Do you run weekly sales meetings? Do you give recognition and share the good news? And in these meetings, are you taking the time to do additional training? Today’s fifth income-producing activity is to do training in your weekly meetings that go beyond product education and production numbers. I want to ask you to do something in your sales meetings. […]
Do you run a weekly team meeting where you recognize people? If you do this type of TEAM meeting consistently, you will get: More Effort Better Results I’m doing a series on the 12 different things that you as a sales leader, the sales manager should be focusing your time on that make you money. Today in the fourth, it’s […]
