Age Old Question: Leadership vs. Management – What’s The Difference?
Leadership focuses more on the people side of the business, while management is more about systems and processes. I’ve seen strong leaders, who have little or no management skills, be very successful in positively influencing people, but they drop the ball all-day-long with the administrative side of the job. Conversely, I’ve seen strong managers, who are weak in leadership skills struggle to build culture and loyalty amongst their team.
Top Performer Turned Manager
Top performers often get the top jobs, especially in the world of sales! Most top performers think they are ready to manage and lead… the truth is… they’re not. Front line managers play a major role in the success of a company. Directors and executives must have the foresight to plan ahead and develop these future managers. As leaders begin to emerge, the truly great ones understand that leadership is more about influence than it is about authority. You can’t demand respect, you have to earn it.
How to Listen Like A Detective
by Mike Brooks
I once heard an interview with a police detective that directly relates to sales. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone.
Integrity and Credibility
“Credibility is built one decision at a time. Those who understand this principle know that each decision made, in either direction, makes the next one of similar nature that much easier. Over time, it will spread across your entire life. It becomes who you are, and everyone can see it.” -Doyle Slayton
A,B,Cs of Business Development: Strategy for the Non-Complex Sale
Does your product or service allow for a simple, non-complex sales approach? I am going to introduce you to a technique I call the A,B,Cs of Business Development.
Mental Toughness
Courage is the ability to overcome your negative emotions in the face of adversity. Pursue your dreams with the faith that there is a higher power who created you to be great. Today, you stand a product of what you have already done. Look at your life since childhood. What patterns do you see in your successes and failures? Are you once again repeating the cycle? Learn from your experiences by looking inward and choosing to be better.
Balancing Churn-n-Burn With Strong Customer Relationships
by David Lorenzo
Today’s sales environment is so often about immediate results. Sales professionals must figure out how to put up big numbers month after month, while building strong, long-lasting customer relationships in the process. How do you teach the churn-and-burn sales rep to balance…
The Back of The Napkin
Interview with Dan Roam
It is amazing how often great ideas start on a scratch piece of paper or on the back of a napkin. My old boss still has the napkin and drawing of a new concept he recently developed. It earned him a huge promotion! He has it posted on a cork board in his office. It is a constant reminder of what innovation can bring!
10 Tips for the New Sales Professional
by Alan Kelly
We all have our success stories of how we overcame obstacles and achieved our goals. Some victories are small and others life changing. My crazy climb up the corporate ladder didn’t happen overnight. If only someone would have told me these 10 simple things nearly a decade ago.
SCORE – Get Into Each Other’s Head!
As a sales manager, what’s the best way to spend your time everyday? It’s with your people! Along with time in the field, it’s important to meet regularly for one-on-one meetings. Take it as a real opportunity to make a big impact with your team. Focus on “getting into each other’s head” and gaining perspective on how each other thinks. It’s up to you to create an environment where your staff feels like they can conquer the world after meeting with you!
