“They suck a leader’s time like Dracula” pg 124 Sales Management Simplified by Mike Weinberg
Recently a salesperson texted me about a bid they were working on.
Let me begin with; it’s a fully qualified opportunity and the salesperson knows exactly how to win the business.
Their boss’s boss had pieces to handle last week, before he went to a trade show. He committed to having them done… he’s now at the trade show… he didn’t do ANYTHING he said he would.
Now I know this guy. I’m not here to slam his abilities or commitment to his team.
He did allow Time Draculas to suck the blood of his team’s ability to be successful.
Let’s face it – if he was unable to get that bid work done, what else is sitting waiting for his return?
The biggest stake you can use to kill your own Time Draculas = prioritization!
> as a leader you’ll NEVER get your to-do-list done, instead it’s critical to your success and the success of your team that you prioritize what you have to do – making sure to focus on your “must do” vs. “like to do” activities.
Another useful stake = delegation.
> to often people fall into the belief that if they want it done right they have to do it themselves. I don’t believe that is true: become masterful at delegating the end result and allow people to get there in their own way.
Here are Mike’s favorite three highest value activities for sales leaders:
1. Conducting one-on-one meetings with individual salespeople.
2. Leading sales team meetings (productive skill building ones = Lynn’s addition)
3. Working alongside (observing, coaching, helping) salespeople when they are with customers and prospects.
Can’t kill those Time Draculas’ on your own? Need help? give me or Mike a call, it’s what we do.
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