Becoming the New Sales Boss

New sales leaders face a unique challenge. They rise from the ranks of top salespeople — the ones making the sales — to then be the one who must coach others to close more sales. They also pivot from being part of a group — often having five to 50 peers — to a more rarified air with fewer peers and no same-level colleagues to lean on.

Often, this shift occurs with little-to-no formal training, with the only insight on proper protocol being that which the previous leader did or failed to do. From metrics to staffing to accountability, the upwards move to sales leader is unlike anything these sales professionals have ever done.

You say it, but do they understand it?

Yesterday, as I was getting my skis 🎿 on, an instructor tells me "TGIF!"

But he didn't mean THAT #tgif.

He was telling me, "Toes Go In First." 💡

But that wasn't what I heard.

And for a Sunday, his #fridaytalk sounded strange.

Doing For Maximal Productivity

It is critical that you go all in on specific tasks and avoid multitasking like the plague. Multitasking has become popular with those who see it as a way to kill multiple birds simultaneously. For example, we try to return calls or listen to messages while reviewing and editing reports. Research has clearly shown that not only do you get less done than you might think, the divergence of mental focus will often lead to poorer job performance and a feeling from others that you’re not sufficiently focused.

To help my clients address this important issue, I have divided the path to increased productivity into 5 steps:

Sharing For Maximal Productivity

Workplace productivity is a huge challenge for nearly every company, business and organization. Leaders struggle to get their own work done (and do the RIGHT work,) while also guiding, empowering and motivating their people to achieve maximal productivity. While the projections vary, estimates suggest that businesses worldwide lose hundreds of millions if not billions of dollars annually due to underproduction.

To help my clients address this important issue, I have divided the path to increased productivity into 5 steps:

Get Your People Out of Their Caves

Your people are living in a cave and it's your job to get them out of it.

Oftentimes leaders don't even realize that their people are showing up every day and they’re just doing their thing.

They don't have the time, the bandwidth, the interest to learn new things, like he innovations, the creativity, the change, that's happening in the world around them.

They're totally clueless.

They have no sense, no idea whatsoever.

You, as leader, need to be providing consistent information, ideas, skills, tools and techniques, to help them grow and to go beyond the cave in which they live.

Moving From Resolution to Achievement: 8 Tips for Making Your New Year’s Commitments Stick

If you are like most people, you will take some time on New Year’s Day to reflect on the outgoing year and set some resolutions for the year ahead.

Maybe you’ll decide to make a lifestyle change, such as eating healthier and exercising more.

Perhaps you’ll determine that it is time for more work-life balance or to travel more often.

You may set some business-related goals, such as making more sales calls or taking other action steps that will improve your bottom line.

These, or any other constructive goals, are the first step in living a better, more fulfilled life.

Leading Against All Odds

As leaders, we often face circumstances, such as market conditions, lack of funding, or the absence of internal support, that threaten to derail us. We want to persist anyway but recognize the uphill challenges that we will be facing under such circumstances.

What can leaders do inspire themselves and their people to persevere with their dreams when the odds are stacked against them?

Get a heavy dose of cold water – Leaders who want to succeed when others tell them that success isn’t possible would do well to begin with some honest soul searching. What are the challenges that everyone is talking about? Why are so many predicting your failure? Am I personally biased or do I really have something special here? If, despite their contrarian arguments you feel that your the goal is attainable and you can win, then go for it with everything that you’ve got.

Get Your People Out of Their Caves

Dear Leader,

Your people are living in a cave and it's your job to get them out of it.

That may sound kind of crazy. But stay with me.

If you’re like most leaders, your people are showing up every day, doing their thing and they don't really have the time, the bandwidth, the interest in learning new things.

They certainly don’t make the time to understand best practices and the innovations, the creativity, the change, that's happening in the world around them.

Often, they’re completely clueless.

Delegate But Don't Abdicate

Leaders want to delegate so they can clear their desks and get more done.

But many make the mistake of punting away the work, or abdicating, and not offering those that are helping them the tools they need to succeed.

Learn how to empower and support your people to help ensure the success of your next delegation project.

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