Recently I was having a conversation about how money isn’t the WAY to be successful in a sales career, it’s the result of being good at what you do. A little like playing Monopoly – looking at the property, houses, hotels, and money in front of you shows your success.
You’re a sales leader and you have targets to hit, goals to reach: revenue, margin, appointments, new opportunities… regardless of WHAT the measurable result is it’s your responsibility.
Yet you’re not doing the selling – you’re one step (at least) removed from those sales that are needed to make your number.
Which is why I’d suggest you ignore them!
WHAT? ignore the goals… CRAZY.
Take out a blank piece of paper (humor me please). What are the actions YOU have control over in your day? That at the end of the day you can look back and it’s your personal efforts that you’d be counting.
if you were an inside salesperson this could dials – as it’s 100% in your control.
Now what would that action achieve if you’re successful? This tells you what leadership piece you’ll get if you take action.
using dials again – the achievement would be conversations.
Plus write down the proof that you’re getting to the logical next step. What shows you’re getting somewhere with those successful actions?
to continue our salesperson example, this would be conversations
converting into business opportunities or appointments set.
Ultimately you’re working toward your goal – yet daily you need to focus on:
- actions
- achievement
- success factors
Treat revenue, margin, appointments, new opportunities as the measurable result of your success. FOCUS on what you can control and achieve each day.
Here are two recent articles that you may also find interesting:
1. The Future Of Sales Leadership by Scott Edinger, Senior Contributor for Forbes
2. Here’s What Sales Leaders Should Prioritize in 2021 According to a Sandler Expert
by Lestraundra Alfred