“Your people don’t work for you. You work for your people.” – David Weiss in today’s Tip 611
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today David Weiss is back. David is currently an Enterprise Sales Director at Outreach. Here he is with today’s tip:
David Weiss: Good morning Sales Success Community. This is a David Weiss coming at you with a tip of the day. This one is going to be a part of a series around three tips that I have for folks in sales leadership. So this is tip number one. Tip number one is your people don’t work for you. You work for your people. I see a lot of sales leaders, especially new sales leaders, puff their chest out and think that they’re the big boss. And I often see this when new leaders join an organization or new or people take over a new team and they take a very, you know, I need to establish myself at the top of the food chain. I need to be right. I need to tell people what to do. And that is a very old school way of leadership.
And frankly, I don’t see at work anymore at all. I see it disrupting teams causing high turnover and making people generally miserable. So I could spend a long time unpacking that, but let’s just unpack the tip. Here’s the tip.
It creates a relationship where it is you and your teammate against their quota. So one-on-ones, we’re not doing, you know, accountability. One-on-ones it’s strategy. Let’s look at an account. What are you doing? How are you getting deep and wide? How can I help you get deep and wide? How about I take some executive contacts as the executive to create executive alignment? How about you take these contacts. Let’s you and I agree on messaging. Well, let’s share it. Let’s work together on it. And then, you know, let’s go both execute and then come back next week and see how we did. It’s Hey, what are your priorities this week? What do you need from me? How can I help you? What internal roadblocks are you facing? What external roadblocks are you facing?
It is all about looking at them and asking them how you can best serve them and what type of leadership they need from you. So the more you can work with your teammate and make it collaborative you and them together as a single person against a goal, as opposed to two people, each working for their own end goals, you for your leadership priorities, and then for their sales priorities. If you guys can come together, the results that you’ll see will be dramatically better.
So there’s a lot here to unpack, reach out to me. If you want any help on this. I’ve been working on this idea for quite a long time, and I’ve had a lot of success executing it with teams that I’ve run. So let’s chat about it if we need to. Thanks for listening!
Scott Ingram: You’ll be hearing more from David. He just sent me a giant batch of tips knowing that things are pretty busy around here leading up to the Sales Success Summit. So make sure you’re subscribed to the podcast for more. Of course, we’ve got links for you at DailySales.Tips/611 and be sure to come back tomorrow for another great sales tip. Thanks for listening!