The Balanced Sales Leader

The Path to $1M In Sales Commissions (Revenue Series - Free Downloadable commission calculator) As a sales leader, one of the most impactful ways to support your team in driving revenue is to clarify what it takes to achieve their big, hairy, audacious goals. The most common goal is earning $1 million or more in sales commissions within a fiscal year. In our last discussion on revenue (see link below), I mentioned the importance of obtaining a compensation calculator from your finance team. However, feedback from some of you highlighted the unavailability of this within your company. In response, I've created a straightforward Google sheet that shows the path to achieving $1 million in commissions. I encourage you to "steal with pride" and engage deeply with your team, guiding them toward realizing life-changing financial milestones. (Please make a copy of the Google Doc before using it.) https://lnkd.in/ecstWNf5 https://lnkd.in/eiuJYd6k

The crucial qualities of coachability, curiosity, and adaptability in hiring sales professionals - beyond the fundamental willingness to accept feedback

I'm thrilled to share the latest installment in the retention-focused series, "Transforming Disbelievers: Navigating Resistance to Change in Your Sales Team." This third part dives deep into the Skill/Will matrix, focusing on the critical yet often challenging Quadrant 2 - The Disbelievers.

Beyond Luck: Exploring the data-driven approach to achieving peak sales performance

Finding unconventional and transformational sellers with a little CHIP on their shoulders...

Introducing Part 2 of Our Skill-Will Series: Mastering High-Performer Engagement

I am excited to share my latest article: "Being Comfortably Uncomfortable - The Sales Effort Paradox" (Revenue Series) - How, as leaders fostering an environment that encourages being comfortably uncomfortable, we not only empower our teams to become self-reliant but also make a lasting impact on their personal and professional lives #SalesLeadership #GrowthMindset #EffortParadox #ProfessionalDevelopment #SalesStrategy

If you are a sales leader who needs to recruit for a company with a known, challenging culture, you have more control than you might think. While altering the company or sales culture might be beyond your reach, you can certainly influence the climate of the teams you manage. The climate is malleable. There are non-negotiables to your job as a leader but also negotiable areas. Negotiable aspects include how you treat your team members and doing right by your people. These areas can create a climate separate from the company culture, allowing you to still recruit at scale. Here are five ways you can shape your team's climate, even as a first-line leader: 1) Climate of Minimal Administration: Aim for as little time as possible on administrative duties, fostering a culture focused on customer interaction, prospecting, and selling. Top salespeople prefer spending time selling rather than being bogged down by non-selling tasks hindering their productivity. Make it clear what is required admin-wise so there is clarity. And whatever you do as a leader, do not create more admin work for them as the leader! 2) Climate of World-Class Tools: Modern salespeople thrive using practical tools to sell more efficiently. Sales representatives expect management to provide tools that enhance their selling capabilities. Find a way to get your teams the tools they need to be their best. 3) Climate of Leading Indicators: Focusing on the leading indicators of selling rather than just the scoreboard levels the playing field for everyone on your team to succeed. It also ensures everyone has the same bar to achieve, whereas the quota varies. 4) Climate of Coaching and Engagement: Creating an environment where ongoing learning and engagement are prioritized is vital. This is why the skill/will and making 1:1 the most important meeting of your week are essential. Top sellers stay because they know you are invested in them. Other sellers will join you if they know you'll invest in their development. 5) Climate of Excellence: We salespeople are natural competitors. We don't just aim to meet targets; we live to exceed them. This isn't about pitting one against another; it's about each person pushing their limits in a shared quest for greatness, with healthy competition mixed in. This climate is magnetic in recruitment. As their leader, what can your team members expect to receive from you??

The first article in the series focuses on a powerful retention tool in sales leadership: the Skill & Will Matrix. It's a game-changer in understanding and maximizing every sales team member's potential.

Salary near the bottom of your list of requirements for your next career move? Agree or disagree?