Check out this article recently published by Selling Power and written by ASLAN CEO and co-founder Tom Stanfill on what he's learned from the sales leaders who are consistently on top.
Five Traits of Sales Leaders Who Always Beat Their Number
Tom Stanfill is co-founder and CEO of ASLAN Training & Development. Tom has more than 20 years of experience consulting and developing training programs for the sales organizations for some of the largest and most respected companies in the world.
My transition to sales manager was fairly typical. I was promoted from a role where I had excelled (selling) to a role where I was completely incompetent. In those early years of managing a team, I was more of an interactive kiosk than a leader. “If you have questions, I have answers. Be safe out there.”
Because I was struggling to lead my team, I started seeking advice from the top performers. Since then I have observed and worked with hundreds if not thousands of sales managers. And, because the frontline sales manager plays such a vital role in driving revenue, determining culture, and rep engagement, my thirst to understand the secret sauce of the best of the best has never been quenched.
So here’s what I’ve learned from the sales leaders who consistently kill their number.
They Remove the Mystery
Earlier in my career, I worked with an exceptionally gifted sales leader. He built a fledgling sales force of 20 into a multibillion-dollar sales organization. In the early years, I asked him why his team consistently outsold everyone else. He explained a simple philosophy: failure isn’t an option. Success is predictable if you do what’s required. He told every recruit success is just a choice. “I will tell you what is required to succeed, and – if you are willing to follow the plan – you will succeed. There is one requirement: willingness. The key that opens the door to a coaching session is desire. So, if you’re in, I’m in. If you need additional training at 6:30 a.m., I’ll be there.”
He removed the mystery and distilled success down to a formula. If reps weren’t willing to participate, that would be their choice. He would help them find another job that was right for them. But, if they were willing to do what was required to succeed, he would gladly walk that path with them.
