Making Moves - March 29, 2024

No one gets ahead by standing still. You're constantly looking to grow yourself and grow your business. That's what Making Moves is all about.

In this edition, you'll find:

• What I'm Reading: "Supercommunicators: How to Unlock the Secret Language of Connection" by Charles Duhigg
• Strategic Sales Leadership: The Sales Leader Dilemma: Balancing The Mix of Sellers and Supporting Them With Revenue Operations
• Join the Conversation: Understand the impact you have on others beyond the "How Are You?"

What I'm Reading

Have you ever wondered why some people can connect at a deep level with anyone they meet (ahem, Scott MacGregor ) while others can't ever seem to connect? Charles Duhigg's "The Power of Habit" had an impact on how I operate day-to-day and needs to be in every high-performer's library. When he released "Supercommunicators" earlier this year, it was high on my must-read list and I wasn't disappointed.

Duhigg pulls the lessons and stories from scientific studies on communication and breaks down the science of connecting effectively with others. Just like "The Power of Habit", he breaks down effective communication into actionable steps that anyone can learn. He explains the three types of conversations ("What's this really about?", "How do we feel?", and "Who are we?") with powerful stories that help you put the lessons into use immediately. The first place that many of us mess up is thinking you're in one conversation type when the other person is trying to have a different type (think husband / wife arguments... "What's this really about" vs "How do we feel?").

If you want to be a stronger communicator, "Supercommunicators" is worth picking up.

• Pick it up on Amazon

Strategic Sales Leadership: The Sales Leader Dilemma

Balancing The Mix of Sellers and Supporting Them With Revenue Operations

You have aggressive targets to hit this year and to get there, you need to hire more sales reps. However, the reps you have in place aren’t firing on all cylinders. Your investment budget is limited, so how do you deliver the right results?

Most sales leaders struggle to find the right balance between expanding their sales force and building out the infrastructure that’s needed to support it. On one hand, hiring quota-carrying sellers is fairly easy to justify because you can clearly demonstrate the revenue that they will deliver. There’s a direct revenue bump that you can show to justify the additional expense. But what happens when your sales processes aren’t optimized or there are gaps in support?

Here's how to build a winning strategy.

Join the Conversation: Understand the impact you have on others beyond the "How Are You?"

Rarely does a post on LinkedIn bring tears to my eyes. When I saw this video posted by Andrew DeGood , I was moved.

"How are you?" is such a basic question that we say as more of a "Hello" than actually taking a genuine interest in how the other person is doing. This is a powerful reminder that taking a genuine interest in those around you should be a priority. Take the 2 minutes to watch this...

See the post and share your thoughts.