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Sales Management Training: Are You A Truly Committed Leader?

Posted by Dan Fischer on Thu, Nov 04, 2021

Committed leaders invest in themselves by taking part in sales management training to become better managers and coaches so they can help their people see greater success. 

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Two questions I ask you today:

  1. As a leader, are you truly committed?
  2. Are your people truly committed to you, and your organization?

Being a leader is not an easy job, is it? No doubt, you have lots of responsibilities with lots to get done throughout your day, week, month, and year. With that said, are you:

  • Leading by example and casting a large shadow so your people know you are there for them?
  • Holding your people accountable for their daily and weekly activities that they agreed to?
  • Gaining insights into what their choke points are and helping them overcome obstacles?
  • Intentionally coaching your people on the little things (behaviors) to get the big things done (results)?
  • Roleplaying and practicing to make your people better?

If you are committed to doing the above, you are on the right path to success. Your #1 job is to make your people wildly successful, to change circumstances so that they will be more successful than they would have been had they been left alone and not coached by you! How do you do that? By setting standards, holding them accountable, not allowing excuses, motivating, and coaching. But also, investing in yourself by taking part in sales management training to become a better manager and coach. Committed leaders do these things consistently.

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What is the evidence that you are a committed leader? Try this exercise:

  1. Your team says that you are totally committed to being successful in your role as a Sales Leader, CEO, President, etc. Write down what they would tell me to convince me that this is true.
  2. Your team says that you are not totally committed to being successful in your role. Write down what they would tell me to convince me that this is true.

Are your people truly committed to you, and your organization? How do you know if they’re committed to success? To determine if they are truly committed, we like to use the following three categories as benchmarks:

  1. Coast to Coasters – these people coast into work and then coast home at night. These people are retired…they just don’t know it yet.
  2. WITALAIITU – Whatever It Takes, As Long As It Isn’t Too Uncomfortable. These people will do whatever it takes until it becomes outside of their comfort zone. Then they shut down.
  3. WIT – Whatever It Takes. These people are high achievers. These are the people you want on your team to help build a strong culture within your organization.

When is the best time to find out if your people are committed? Yesterday. If not yesterday, then today.

I believe commitment starts and ends with YOU. Your commitment to yourself, your people, and your fine organization is contingent on you having that “whatever it takes” attitude. That attitude is contagious and you will find your people following your shadow because they know you are committed to them and their best interest.

Cast your shadow wide!

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Topics: effective sales coaching, Sales Management Training, commitment to succeed

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    Anthony Cole Training Group has been working with financial firms for close to 30 years helping them become more effective in their markets and closing their sales opportunity gap.  ACTG has mastered the art of using science-based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss our weekly sales management blog insights from our team of expert contributors.

     

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