Taking Care Business: Offering you a new vision of leadership and business strategy

Fairly often, the heroism of the sales force is communicated to the greater organization. One particular story I remember (and re-tell myself occasionally) is that of a sales executive who managed to get a contract signed with a government department on the last day of the month. What’s so special about that?  The last day was a Saturday. 

When it comes to sales performance, we often hear about the importance of going the extra mile and doing whatever it takes to make things happen. But where does all that energy, enthusiasm and extraordinary display of skillful engagement come from? Who’s ultimately responsible for creating the necessary and ideal conditions that result in great sales?

As I work with sales executives, sales managers and sales professionals around the world, I often hear the voices of specific elements required to create a technically elegant system. It’s a system that, over time, performs consistently at peak levels. It’s that special something extra (other than the heroic acts of a precious few) that not only meets the target, but exceeds it time and time again.  

Based on those observations, I’m going to stick my neck out and say what I believe those voices represent. 

I believe the responsibility for creating a work environment or setting in which everyone in the organization performs to the best of his/her abilities to support and promote sales is squarely on the shoulders of the highest executive level in the business.

So over the next few issues of Taking Care of Business, we’ll be re-framing some of the ways you, as a leader, can think about your sales team and its role in promoting and monitoring sales and fulfillment so that it evolves into this uniquely productive system. By doing so, you and your customers will soon see a difference in how your company not only plays the great game of selling, but wins it every time.

Tell Your Story

Does your organization’s team have some great sales stories…ones they tell over and over again?  Find out about them!

Over the next few weeks, ask a few people about these stories and why they think they work.  Compare notes.  You’ll be amazed at what you’ll learn about your company’s sales framework.  Don’t forget to send us your findings. They may show up in a future issue of Taking Care of Business.

Coming in the next issue of Taking Care of Business:

Results from a HBR survey on the Alpha Male Syndrome.

I'm the business coach to call when you want to maximize your employees' commitment to your business!