how to inspire your sales team

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How to Inspire Your Sales Team

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Page 1: How To Inspire Your Sales Team

How to Inspire Your Sales Team

Page 2: How To Inspire Your Sales Team

Leadership Style

MANY DIFFERENT

STYLES WORK

YOU HAVE A BLIND

SIDE

The GOOD News

The BAD News

TEND TO EITHER BE INSPIRATIONAL OR HANDS ON

Page 3: How To Inspire Your Sales Team

• Tendency to micro-manage or take control when things are not working

• Skimping on context + vision

• Being disconnected from the effort required to complete work

• Missing warning signs that something is broken

• Being in the trenches with team• Leading by example• Setting the standard• Knowing personal strengths

and weaknesses of reps

• Casting a vision• Providing context• Creating meaning in the

everyday work• Delegating work• Enabling ownership

INSPIRATIONAL HANDS ON

YOU’REGREATAT:

BE MINDFUL OF:

Page 4: How To Inspire Your Sales Team

Leadership StyleIf you are an INSPIRATIONAL leader…

Keep:• Providing context + vision

Consider:• Keeping an open door policy, so reps can easily escalate issues• Hiring managers that are good coaches (not necessarily

leaders)• Putting aside time each week to spend 1 on 1 time with reps to

put personal stories behind your pipeline report

Page 5: How To Inspire Your Sales Team

Leadership StyleIf you are a HANDS-ON leader…

Keep:• Showing your team what success looks like

Consider:• Training leaders on your team so that can train others and

creating space for them to lead • Selecting some of your reps to work on solving a problem

before you start to solve it• Putting time on the calendar each week to deliberately create

context

Page 6: How To Inspire Your Sales Team

Cared about me personally + my career aspirations

A voracious learner who consistently brought best practices back to the team so everyone could

benefit

Expected big things from me

My Best Boss...

Page 7: How To Inspire Your Sales Team

Pushed me out of the “nest” when the time was right

Taught me the nuances of recruiting and how to understand people

Never, ever publicly embarrassed someone on the team; kept human element front & center

My Best Boss...

Page 8: How To Inspire Your Sales Team

Coach Up or Coach Out?1. Does this person have what it takes to succeed? Skill,

ability and desire?2. Within my control, have I given them everything they

need to succeed?3. Is their evidence that they are trying to achieve quota

(activity)?4. Do they have a good attitude?5. Would I fight to keep this person if they told me they were

leaving for another opportunity?

Page 9: How To Inspire Your Sales Team

Tips for Both• If a rep is surprised, you’ve failed.• During the trial period, create “micro-projects” to help them

learn & test both skill and desire• In the absence of missing your quota, hit your KPIs. If you

are going to miss you KPIs, hit your quota. • Use data as motivation.• The conversation you do not want to have IS the

conversation you need to have • Remember: No Profit. No Mission.• Your employees are the only eternal part of your business.

Page 10: How To Inspire Your Sales Team

A New Approach

Ruinous Empath

y

Manipulative

Insincerity

Obnoxious

Aggression

Page 11: How To Inspire Your Sales Team

Tools to Gamify Your Metrics

Hoopla InsideSales InsightSquared Salesforce

Boost engagement and communication

with live data, leaderboards,

gamification and recognition.

A comprehensive sales gamification

system that fosters an energized

atmosphere, giving reps the momentum

they need to succeed.

A sales performance analytics solution

that provides hundreds of pre-built

reports for every major sales metric.

Track all your customer information

and interactions in one place. Best

practices and in-line intelligence help

move deals along.

Page 12: How To Inspire Your Sales Team

In summary…Press into what you are good at. Be aware of what you are not good at. Hire for your blind spots and build accountability. Start with the

end in mind. Invoke radical candor. And don’t forget to have fun!

Page 13: How To Inspire Your Sales Team

Will Reed JobsWill Reed Jobs is a members-only employment

marketplace that helps young professionals find customer-facing roles with innovative

employers. We bridge the gap between these two groups creating rewarding opportunities

and relationships for both.