“Real sales leadership means coaching the individual and helping them find their superpower.” – Scott Ingram in today’s Tip 1646
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Last weekend I had an opportunity to sit down with Ian Koniak for a Fireside chat conversation at the Mastermind Retreat Experience he put together for his coaching clients here in Austin. I thought I’d share one of the ideas that seemed to resonate most.
I was talking about just how hard it is these days to find an organization where you can truly thrive and be supported. Too many senior leaders see sales as a math problem. It’s part of the reason why I so often see people get jerked around with their comp plans, with quotas, and even worse with territory changes often after years of investment and personal energy.
These same leaders are trying to put everyone in the same size quantified box. They want to apply a common set of metrics and manage by the numbers and completely lose sight of the humans who are selling to other humans. What I can definitively tell you having interviewed well over 150 #1 and top 1% level performers is that there’s no one way. There’s no single set of numbers that holds the answers.
Real sales leadership means coaching the individual and helping them find their superpower. Done right they get to realize that they can help an individual on their team dawn a cape and literally fly! They become a sales superhero. Instead, the status quo out there seems to be to try to lock each salesperson in a phone booth.
Now I don’t want to put this all on leaders. We as sellers have control as well. We need to manage up. We need to show that our more human, quality-of-quantity style of sales performs better and you might need to use some numbers to prove it. But we all need to realize that sales is a human sport. It’s personal.
Sales professionals deserve to be treated respectfully and not like a rounding error that is easily erased.
Alright, enough soapbox for me for today, but if you want some more. Go listen to the episode on the The Future of Sales Success that we just released over on the Sales Success Stories podcast. For links, you can always go to . Thanks as always for listening and be sure to come back tomorrow for another great sales tip.