Golden Rule for Sales Leaders!

I’ve worked with thousands of sales people over the years. Many who seemed promising at first but eventually gave up. Many who were great speakers from stage but lacked effort behind closed doors.

It was extremely frustrating as a rookie sales leader. I constantly felt like I was putting hundreds of hours into individuals to eventually see them not do anything with it.

One day my Dad saw how hard I was working to help two of my sales guys become leaders. He would constantly hear me talking to them at midnight trying to motivate them to keep going.

He pulled me aside one day and asked me a simple question:

“Why do you work so hard for them?”

I said “I want to help them win.”

He asked “I understand but do you think they want to win as bad as you want to see them win?”

I never thought about that before.

That’s when I decided to get clear on the types of people to work with that were higher rate of return on my time than others. I created a simple filter to identity who to work with and who not to work with.

Here are the people to give 90% of your time to:

1. Extremely grateful people- grateful people typically have a big market who trusts them and ENJOYS being around them. The biggest earners in Php today that are growing exponentially are the most grateful.

2. Move at the speed of direction- once you give them direction they take action

3. Pleasing personality

4. Hard working

5. Constantly wanting to learn

6. Asking specific questions

7. Wanting to be around you to shadow everything you do

8. Zero excuses

9. Could be facing challenges in their personal lives but no one would know it

10. They’re extremely competitive - prior sports or military background

Here are the people to only give 10% of your time to:

1. Never kept their word

2. Know it all

3. Blame every loss or set back on someone else

4. Constant trend of excuses or reasons why they couldn’t keep a commitment

5. Only showed up when they felt like it

6. Victimhood mentality

7. Self pity

8. Selective hearing- I would recommend an article or a book to read and they would only internalize the area that they agreed with.

9. Surrounded with small thinking complainers

10. They turned every small issue into a crisis

Once I learned this concept and got better at picking who to invest my time into, everything changed.

Before trying to push people or motivate people to win, first find out if they’re truly willing to do the work.

Test them to see if they’re serious.

It won’t take long to see signs of them either wanting or not wanting.

Here’s the good news.

The market is filled with hungry people who are willing to go and do the work to win.

But it first starts with YOU.

Are you a leader worth following?

Are you a leader worth working with?

Are you a leader who sets the example of winning?

Are you a leader who’s in the game or just telling them what to do?

Are you a leader who’s all in?

If the answer is “yes”, get ready to see major results once you get clear on filtering out who to work with and who to set aside for now until they decide to commit.

And if the answer is “not yet”, it’s time to shadow another leader until you’re ready to lead others.

Either way, if you keep improving yourself, eventually everything will fall in its place.