Clear Expectations for Sales Success

We're focused on setting the stage for success right from the start.

I’ve learned the importance of establishing clear, direct expectations in my initial meetings with every sales leadership team I encounter.

This practice not only sets the tone for the accountability and performance expected but also provides a foundation for the professional relationships that will drive success for everyone involved.

Whether you're stepping into a new role or looking to recalibrate your current team's direction, the insights shared here will help sharpen your leadership impact from the first meeting.

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Set Clear Expectations on Day One

By Bill Swales

What the Idea Is: Set clear expectations on day one. I began my career leading small sales teams; however, that quickly evolved as my career progressed and I had the opportunity to lead some very large sales organizations. In the first face-to-face meeting with every sales leadership team, it is critical to set clear and prescript expectations, while simultaneously finding the appropriate balance to demonstrate who you are and how you operate at your core. For the past twenty-five-plus years, I have been using the same content to kick off every new sales leadership team meeting I inherit. This single PowerPoint slide (reproduced below) is the most sought-after content from my past sales leadership teams, and it has been wonderful to see so many of my direct reports and peers personalize this content and use it with their respective teams.

Why It Is Valuable: In one discussion, I set clear expectations on day one. From that moment on, there will be no excuses for not meeting these expectations. This content presents a sales leader with the opportunity to have very direct and clear conversations with those who are not meeting expectations and to celebrate those who are.

How It Works: When I join a new organization or obtain a new assignment, I kick off each new sales leadership team meeting with the following. Each bullet obviously has a story or experience behind it.

Professional Manifesto: In a 24/7, always-on world:

1. Be consistent and predictable.
2. Be number one, but give the credit to others.
3. Develop talent, embrace diversity and inclusion, and lead by example.
4. Surround yourself with people you like, know, trust, respect, and can learn from.
5. Be challenged every day.
6. Have a zero tolerance for any ethical compromise.
7. Set your goals, write them down, and share them with those who can help you achieve them.
8. Bring humor into everything you do.
9. Have fun.
10. Make money.
11. To believe you cannot do a thing is a way to make it impossible.
12. Understand the psychology of winning and visualize success.
13. Build your brand.
14. Give second chances.
15. When you meet someone for the first time, look them in the eye, smile, and offer your hand for a handshake.
16. Quickly disengage from people of compromise.
17. Find balance.
18. Explain the business on one piece of paper.
19. Become a destination point for others.
20. Win constantly. Make excellence a habit.

I have also found it important to lead by example, and the following content helps my new sales leaders better understand who I am at my core.

Personal Manifesto: In a 24/7, always-on world:

1. The best things in life are free.
2. Two is too many.
3. We all have a social responsibility.
4. Exercise, eat good food, get plenty of sleep, and drink lots of water.
5. Be the millionaire next door.
6. Spend what you can afford.
7. Insure and protect your family assets.
8. There are 525,600 minutes in a year.
9. Take amazing family vacations.
10. In order to participate in the lives of your children, you must be physically and mentally present.
11. Buy your significant other flowers, take him/her on a date, and express your love to him/her constantly.
12. Have your financial affairs in order.
13. Make a house a home.
14. Celebrate life.
15. Always help family and friends through difficult times.
16. Never go to bed angry.
17. It’s better to give than to receive.
18. Drop everything when there is a family emergency or crisis.
19. Find a way to stay connected with your most loyal friends.
20. Volunteer and give back to your community.

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