If you’ve been working along each week to figure out how to set your organization up to consistently win deals that are 5x the norm for your business… you’ve already bought Lisa’s book and started with
Sales Leadership Plays – Part 1
Sales Methodology Plays – Part 2
Sales Execution Plays is Part 3 of Lisa Magnuson’s book The Top Sales Leader Playbook
For me as I was reading this section of the book the most striking idea is “the account quarterback is a critical role for all account teams.”(pg 103)
Sure that sounds logical, it sounds like something that isn’t revolutionary – yet how many Sales Account Managers… Account Executives… Salespeople are really ready to quarterback an internal account team.
If you’re unsure start with this simple step – across the top of a page write the names of all you salespeople now go through Lisa’s earmarks of an outstanding account quarterback and
ONLY check under a person’s name if the answer is a definitive YES.
NO – not that they potentially, might, possibly, be able to…
That the salesperson consistently demonstrates the following:
> belief that truly big deals are won as a team
> ability to facilitate, lead, and direct
> strong resource coordination
> comprehensive communication skills
> tactical and strategic thinking abilities
> focus on the customer/prospect and help the team put themselves in the customer’s shoes
> attention to detail and organized
> strength to maintain account team discipline to the methodology
> commitment to provide ongoing account team recognition and encouragement
> unwavering belief and commitment to account development and closure over the long haul
Interestingly enough there are 10 traits listed – which makes it easy to then think about each individual on your team.
If there score were a grade in school: would they pass? are they on the honor roll? did they fail?
Would you want to be on an account team they were leading?
The great thing about Sales Execution Plays is Part 3 The Top Sales Leader Playbook is it takes sales leaders through to ensure you have what is needed to transform salespeople into capable account quarterbacks.
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