February 27th, 2010
Do your people report to you or do you report to your people?
Think about it!
As a sales leader, you should strive to practice the inverted pyramid theory of management whereby instead of leadership being at the top of the pyramid and your direct reports at the bottom, you simply reverse the pyramid. In this model, leadership is at the bottom and your direct reports are at the top of the pyramid. This collaborative theory of leadership is absolutely essential to building a successful sales team. In order to be a successful leader, you must possess and exhibit the requisite behavior demonstrating that you report directly to your people and not the other way around. In this way, you build trust by endearing yourself to the people who report to you.
The Sales Advisory Board
Tags: Add new tag, CEO, Leadership, President, Sales Management
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February 20th, 2010
You manage things, but you lead people! Your business card title might say you are the leader, but it’s the people who report directly to you who decide whether or not you are truly their leader above and beyond the title of your business card.
Think about it!
The Sales Advisory Board
Tags: Add new tag, CEO, Leadership, management, President
Posted in Leadership, Sales Management | Comments Off
January 27th, 2010
Professional networking, especially in a sales setting can often prove unsuccessful when the proper tactics and strategy are not applied properly to ensure measurable success on a consistent basis.
For starters, it is prudent to remember that everywhere you go; whether it be church, the dry cleaners or the dentist can be a networking opportunity so always be prepared. The most fundamental of all networking principals is to always have your business cards with you. This is an absolute must!
Show me a salesperson who doesn’t have their business cards with them at all times, and I will show you a failure.
Avoiding these (5) key networking mistakes can be the definitive difference between success and failure.
#1. Monopolizing a person’s time: Everyone has experienced that annoying person who traps you in a corner and takes over the conversation. Refrain from monopolizing a person’s time or conversation. The point of attending networking events is to socialize and mingle. It doesn’t mean holding onto one person for the entire event. This is a sure-fire way to instantly turn people off.
#2. Coming across as a pompous know-it-all: Listening is just as important as promoting your product or service. Avoid sounding like a know-it-all, and ask other people about what they do. If appropriate, offer advice. While it’s important to market yourself effectively, make sure the line between self-promotion and bragging is never compromised.
#3. Acting passive and not working the room: The point of a networking event is to meet as many people as you can. Even though it’s easy to feel comfortable with one group of people or one person in general, make sure to work the room. Act as if you are the host of the event and want everyone to have a good time. This is a good ice breaker and makes a great first impression. Don’t be passive and sit on the sidelines waiting for someone to talk to you. Walk around the room and introduce yourself to different groups of people.
#4. Stop going after one event: Many salespeople go to a select few networking events, and when they don’t get anything out of them, they stop going altogether. Networking, whether it be one-on-one or in a group setting must be a consistent effort as part of your business development strategy. Give it time to work and don’t be so quick to give up so easily!
#5. Not helping others first: Don’t be a walking sales pitch. Find out how you can help others as opposed to how they can help you. By helping others first, and making them the focus in your networking efforts, you will be rewarded by your efforts.
Avoiding these (5) costly mistakes will go a long way to helping you increase your professional networking effectiveness.
The Sales Advisory Board
Tags: Add new tag, business development, networking, Sales
Posted in General, Leadership, Sales, Sales Management | Comments Off
