“There is no one size fits all, understand your folks’ strengths. And when you ask them to do something, have a collaborative conversation with them about how they’re going to execute it.” – David Weiss in today’s Tip 618
What are your priorities for the week?
Join the conversation below and share your thoughts!
87: Better Sales Leadership, Mental Health in Sales & Other Wisdom from the Weisses
24: ADP Sales Pro, David Weiss, on Generating 2-3X Results by Taking a Scientific Approach
“The Year I Doubled my Income” – Sample Story #10
611: Sales Leadership Tips (Part 1 of 3)
David Weiss on LinkedIn
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today David Weiss from Outreach is back to continue his sales leadership series. Here he is:
David Weiss: Good morning everyone out there in the Sales Success Community. Again, David Weiss coming at you with tip number 2 in our 3 part leadership series.
So tip number two for all your sales leaders out there, and for the folks who didn’t listen, tip number one was all about you and your teammate against their quota. And the thought that your job is to build a tight group between you and them. It’s not two separate people going against different priorities. It is two people attacking one goal. This one plays to that nice, which is using a strength-based coaching and leadership style.
So for folks that may not know Marcus Buckingham, please check him out. He’s kind of the father of strengths-based coaching, but the thought around it is truly understand who each of your people are and what they are really good at and what their real strengths are and understand that across the spectrum of tasks that you have, that you have them to do and take their unique personalities contributions, and how they go about accomplishing things into mind when you’re working on how they are going to execute their priorities for the week.
So on the most important things that you ask your salespeople every single week, and really this is what should guide your one-on-ones is what are your priorities for the week? Ask them about their quote-unquote near term work, and then ask them what their plan is. And if they need help, of course, help them. But when you’re helping them think about what they’re good at, and I’ll give you an example.
If you are expecting people to generate a bunch of meetings, there’s a thought in sales, it’s just like, make more dials, send more emails. It’s a numbers game. And the numbers game does work for some people, but for others, if you tried to put them into a numbers game, they would burn out. They would stress out. They wouldn’t be comfortable with it and they probably either wouldn’t do it or wouldn’t do it very well. There are some people that when they do those things, they’re good at them and it’s cool and they do a great job. And it doesn’t mean that one is better than the other. The person who may not play a good numbers game may be like a Dale Dupree out there. That creates amazing experiences for people. And he doesn’t need to send 200 emails and make 200 phone calls a week. All he needs to do is send five and they’re highly customized, highly tailored. They may take the same amount of time to personalize and execute and be thoughtful around as it does to take make 50 or a hundred dials. But the results he gets are maybe the same or better in less time or in a different way. And then you may have other people that get are really, really, really good at booking meetings, through relationships and social networking and or through others within the business.
So there’s no one size fits all. And if you try and make a one size fits all, and you haven’t realized that everyone or everyone’s their own kind of unique snowflake, we are all different in this world. And you haven’t figured out what someone’s strengths are, and this can apply to any task, anything you ask them to do. If you haven’t figured out what they’re good at and how they go about it and how you can leverage what makes them great, they’re going to resent you. And they’re going to feel like you don’t understand them, and you’re likely going to not get the results you want. And you’re probably going to push someone out of the business that maybe shouldn’t be.
So think through some of those things, there is no one size fits all, understand your folks’ strengths. And when you ask them to do something, have a collaborative conversation with them about how they’re going to execute it. At the end of the day, you as a leader should only care about their other results. So as long as the results are there, let people play a little bit of jazz.
So hope that helps and reach out to me if I can answer any questions. Thanks, guys!
For more about David who’s been with me a few times on the Sales Success Stories podcast, click over to DailySales.Tips/618 and I’ll include links to those episodes there.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!