Sales Community - Leading From the Front
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Perspectives and Philosophies: Leading from the Front
Leading by example is a recurring theme amongst top talent sales leaders. Rick says it very well here in his book entry 'Perspectives and Philosophies: Leading From The Front'. It's so important for sales leaders to lead by example. If you're not out there selling, how can you expect your team to sell?
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Tech Sales Insights LIVE
Join me and Nour next Wednesday, April 13th with our guest Rick Ruskin, Chief Sales Officer at Effectual. Join us at 12PM EST, link below!
'Building a World Class Go-To-Market Team from the Ground Up' with Rick Ruskin
→ This episode is sponsored by DecisionLink , a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform.?
ValueCloud turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.
Upcoming '22 schedule for Tech Sales Insights LIVE:
Check out our previous episodes here: Tech Sales Insights LIVE
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Sales Impact Academy
Revenue Leaders Masterclass: Measuring What Matters
Scaling companies typically fall into the trap of focussing too much on top-line revenue, without paying attention to the real economics of the business that will determine if you can raise another round at an up valuation and how much your equity is worth.
As revenue leaders, we need to understand the metrics that matter, not just revenue growth.
Join Randy and Mandy Cole, Operating Partner at Stage 2 Capital, who will share actionable insights on how to choose the right metrics for predictable growth.
?? Thursday, April 14th
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The Alexander Group
Leading technology companies are updating their sales comp plans and investing in training and enablement to counter the “Great Resignation.” However, many are overlooking other issues that are important to their employees, including a lack of a clear and comprehensive job architecture that allows an employee to see and understand a career path.
Alexander Group recently worked with a leading tech company that was facing higher than normal churn, specifically in their sales organization.
Explore how Alexander Group helped that company to develop and implement a job architecture which included job profiles, leveling within each job, aligned competencies and career path framework:
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Perspectives and Philosophies: Leading from the Front?
By Rick Ruskin?
What the Idea Is: No matter how big your company gets, you need to be on the sharp edge of the business, meeting with customers, and getting out and working with your team members.?
Why It Is Valuable: You have to set the tone with a mindset that says,?I am going to work harder than anyone else. It keeps you sharp, because you are out there with your team, hearing everything. Don’t ask your team members to do anything you won’t do yourself.?
I have been a sales executive (as a vice president, etc.) for many years and have four million frequent-flyer miles from selling around North America—I have actually been involved in closing business on the ground in forty-two states—as well as thirty other countries. My people know I am in it with them, because I understand their issues and challenges; and I understand who they are because of the way I work with them.?
How It Works: You must develop the right attitude and do whatever actions it takes. It’s important to create a cadence—tell people where you will be and when, and they will get things done. Set the expectations that you are coming to town to close business and help them get their next set of deals in motion. And if they are sales pros, they will make your trip meaningful.?
The proof of the value of this concept is in the overall success of the organization. There are different metrics for each type of business; and depending on the metrics outlined for the company (long-term growth, for the quarter, etc.), set your personal goals and then the goals for your team, and plan from there.
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