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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK
 

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Management & Leadership

When my team and I meet with our clients, we're often advising them on their business model as a whole. Sales is the engine that drives a business, but the rest of the business has to be operating correctly as well.

From time to time, our team will be talking with someone in leadership at another organization about working with us, and the conversation gets to the investment.

"So what kind of investment are we talking about?" the other person might ask.

Your sales team is important. If you run a business or sales team, you likely know what they do is the engine that drives your business. So hopefully you're investing time and resources in making sure they're well equipped to make sales.

But others in your organization have to be well equipped also. Your entire team is a potential sales force for you, if you've done a good job of preparing them.

Most of the people and organizations I work with prefer to be seen as a trusted advisor rather than a commodity. It allows them to make more money and help their clients on an ongoing basis.

 

I spoke with another Sandler trainer while I was in Florida a while ago, and he shared something with me that I think is so crucial for growth-oriented professionals. He had moved into a new office recently, and he gave me a tour of the place. There wasn't even any furniture moved in—just recently installed carpet. It was still very new.

If you manage sales people, you probably know that it's important to prebrief and debrief your team before and after conversations. But if you were never managed that way, it can be difficult to turn around and manage your team that way.

I don't see a ton of movies in the movie theaters. However, a while back, I saw the movie American Sniper. Now, I certainly don't want to get into a political conversation, but there is a huge business lesson in that movie about focus...

Recently I saw the movie American Sniper. While watching it, I heard a quote I have used for some time. However, in the movie they put a different spin on it. In the movie, the sniper instructor told Chris Kyle, the main character, "Aim small, miss small. Aim big, miss big." As you can imagine...

Imagine a sales person that sells only one product. On a sales call, they discover that what they sell doesn't help the prospect in any way. They now have a choice: To honestly say, I'm sorry, what we sell would not be a good fit for you. Or they can attempt to force a fit. Which do you think happens most often?

I've written a number of sales articles, but also many articles on the topic of management. This should be no great surprise, since management is one of the areas I coach and train in. Let's take a look at the top five management articles over the last few years.

I get asked all the time which of our 49 Sandler Rules is the most powerful one. Obviously, at different points of time, each rule can be very powerful. From a general business growth standpoint, here is the most powerful one...

There's probably been a point where you thought a deal was a sure thing. You came back to the office, and when someone asked you how your meeting went, you told them you had a sure winner. Then you found out later they went in a different direction. How can you keep that from happening?

Recently I spoke with a CEO over the phone, and he shared that his former vice president of sales had spoken with me a couple years before. When their former vice president of sales had called me, he was...

Happy ears is a concept we have at Sandler. It's all about hearing something, and making more out of it than you actually heard. If you're in sales, your even more likely to suffer from this than other people. And it can hurt you!

We've been publishing helpful sales, leadership, and management articles on a regular basis for the last two years. One of the things we're able to track is which of those articles is the most popular. Since you may not have been a reader of ours for the entire two years, I thought it would be beneficial to share the 5 most popular sales articles.

Equal business stature is a concept we've talked about applying to interactions with doctors. But it can also apply to interactions the other way around as well. Let's see how one of my fellow Sandler offices saw this first-hand.

 

It's very common for executives, CEOs, and VPs of Sales to come to me and say, "Our people need to get better at closing." And nine times out of ten, it's not a closing problem, but another specific problem.

I was at an event recently, sitting at a table with other professionals of varying ages. We were discussing the differences in the current generation from previous generations. One of the executives there responded, somewhat tongue in cheek, "This is all because soccer moms." Of course...

It's not what you say, it's how you say it. It doesn't matter whether we're talking about sales, management, or even your personal life. Tonality and body language plays a huge role! And even then, you need to make sure you respond, not react. I had a client recently...

My wife and I were recently watching the television show Bar Rescue together. I enjoy watching that show because there are phenomenal business lessons there. My wife turned to me and said, "I can't believe there are people that clueless running businesses." Sadly, there are far more clueless people running businesses than she even realizes!

If I'm talking with someone, especially someone who is very direct and analytical like I am, I'll often start out the meeting with reasons we won't work well together. In other words, why they won't want to work with me. Rather than waste time, I want to get all that stuff out of the way! And it's amazing what it does to the conversation.

Taking time out and debriefing how things are going is extremely important! Think about sports. How many sports have some type of a break in them? Almost all of them. What happens during the breaks? Adjustments.

Recently I was on a business trip and during my travels I found myself fortunate enough to overhear one of the most amazing conversations I have ever heard. It was highlighted by an extremely successful business executive sharing his secret to success with a young business person only a few years into his career. The summation was four words he shared changed his career and ultimately his life.

Setting goals is an important part of sales, management, and leadership. But frequently we try to accomplish them by ourselves. We don’t live in a vacuum! But when we run into obstacles, we make the mistake of acting like we’re alone.

When something gets in the way of your goals, it doesn’t always work to ask, “What do I do?” Sometimes, you need to ask...

Can you really manage time? I frequently get the question, "Do you guys do training on time management?" It's always a struggle for me to answer. There's the little kid inside of me that wants to say, "You can't manage time!"

A group I’m a member was having a meeting the other week. A member of the group shared that he’d read one of the books we have at Sandler, You Can’t Teach a Kid to Ride a Bike at a Seminar. He then shared what single piece of advice helped him close a six figure deal.

 

So many of us get in our own way with head trash. Our preconceived notions get in our own way, and they’re frequently not even accurate!

One piece of head trash many of us have is that we are intimidated by people we perceive to be extremely successful. So intimidated, that we frequently don’t even consider approaching them for sales opportunities.

 

In every communication situation that we’re in, there are two primary things at play. There’s their expectations, based on their experiences and the experiences of other people they’ve talked to. Then there’s our behavior.

Which part of that do we have control over? We have the ability to make good connections really quickly, or blow it really quickly.