branding strategies for sales leaders that drive revenue
TRANSCRIPT
Branding Strategies Branding Strategies for Sales Leader for Sales Leader
that Drive Revenuethat Drive Revenue
August 21, 2012
Sales Leadership Alliance
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Goals for Today
1. Understand effective practices for sales performance
2. Learn a simple tool to bring out the best in ourselves and others
3. Apply a behavioral coaching process to increase sales
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Agenda for Today
1. Build a Brand as a Sales Leader
2. Common Challenge
3. The 5 practices of high-performance sales
4. Apply a proven process to get even better
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Part I
Build a Brand as a Sales Leader:Overview and Definitions
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Personal Branding
A brand is a promise kept over time.
A Personal Brand is the Essence-of-you, recognized by others.
Be a Leader
Leadership is a relationship between those who aspire to lead and those who choose to follow.
Leaders don’t get appointed. It’s earned through behavior. You only become a leader when other people want to follow you.
Leadership Brand
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Think of a person- that you personally know- stands out in a positive, authentic way- and you consider as a leader in sales.
What is ONE behavior or practice this person demonstrates that makes him or her a stand out sales leader?
Exercise
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Elements of a Leadership Brand
1. Authentic - be real and sincere
2. Relevant – demonstrate value, deliver performance
3. Memorable – create a positive perception
4. Timely – clear, concise, to the point
5. Consistent – predictable performance
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Credibility is the foundation of Leadership. If you don’t believe in the messenger, your won’t believe the message.
Source: Kouzes/Posner, The Leadership Challenge
Leadership
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Part II
Common Challenge We all Face
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The Trap We Fall into…
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We all have Blind Spots: Others see something in me that I don’t.
We judge ourselves based on our intentions.
We judge others based on their behaviors.
Our Challenge
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I think I am…
Driven, determined and ambitious
Smart, intelligent and fast-thinking
Fun and humorous
Others see me…
Impatient, aggressive and even stubborn
“know-it-all” guy
Doesn’t take things seriously
Perception Matters
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Perception is affected by:
1. What we say (message, delivery)2. How we look (appearance, posture, etc.)3. What we do (behavior, action)4. What others say about us (reputation, image)
Perception Management
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Part III
Five Practices of High-Performance Sales
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Purpose and focus:Use time for revenue-generating activities
It’s not about how busy you are as a sales person, it’s about how much business you bring in.
1: Purpose & Focus
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“What gets measured
gets improved.”
Know your numbersTrack your activity
2: Appropriate Measures
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Plan your work.Work your plan.
Consistent execute, persevere,
do what it takes
“I can't remember the last day I didn't train.” - Michael Phelps
3: Discipline
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- Build confidence
- Improve knowledge (product, industry)
- Enhance skills
“No man becomes rich unless he enriches others.” - Andrew Carnegie
4: Develop self & others
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Sales Coaching
Sales Coach: DO’s
Ask questions(Rule: 80% listening and 20% talking)
Challenge with clear and concise questions
Provide encouragement and positive support
Sales Coachee: DO’s
Commit to improve and change the selected behavior
Follow through on the agreements
Be open, honest and introspective
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“The leader of the past know how to tell. The leader of the future knows how to ask.” - Peter Drucker
5: Ask & Listen
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Imagine…
… someone listening, not only to the words, but also to what’s behind them – who even listens to what is not said,
… some who is curious about your goals and aspirations, what makes you tick – a person who will help you clarify your goals and provide tools for action and learning towards your results,
… a relationship with a person who is as committed to your goals as you are,
… someone who suspends judgment while listening to you; allowing your genuine self – both your strengths and improvement areas – to shine through.
You are imaging a Sales Coach.
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Part IV
Apply a Proven Process To
Get Even Better
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What does it take to achieve a positive, lasting change in behavior?
1. Commitment and willingness to change
2. Interaction and support from others
3. Follow up, follow up, follow up
How to Change a Behavior
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1. Select one behavior that you want to improve and will have a positive impact personally and professionally.
2. Write down two reasons why you want to change (or what benefits you will get from changing that behavior)
Behavioral Change
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Follow Up
From our research with 86,000 respondents:
The most important variable in predicting the increased leadership effectiveness is the leader’s interaction with co-workers. Frequency of interaction with co-workers is more important than the duration of training programs or coaching meetings.
Source: Article “Leadership is a Contact Sport”, Marshall Goldsmith and Howard Morgan, strategy+business, September 2004
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Checking In
1. Are you committed to make a change in the behavior you selected?
2. Are you willing to support each other?
3. Are you ready to follow up on a regular basis?
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Try Feedforward instead of Feedback
Feedback:
Input or data about the past. We cannot change the past, we can learn from it.
Feedforward:
Ideas or suggestions for the future. Let others help you change.
past futureNOW
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Support from Co-workers
Try Feedforward instead of Feedback
Apply Three Rules1.
2.
3.
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The person asking for “feedforward” can only respond to receiving suggestions with Thank You (listen without judgment)
The person providing suggestions cannot talk about the past. Only future suggestions are allowed.
Exercise: Feedforward
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Five Tips to hold yourself accountable for change:
1. Make a commitment to yourself2. Write down what you want to change3. Make a commitment to others4. Focus on the future – focus on one thing5. Stick to it.
How to Change a Behavior
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“You must BE the change you wish to
see in the world.”-- Gandhi
