The author outlines how to create high performing sales teams and how sales leaders can coach and develop their talent. The multi-generational issues are discussed along with implications for development of talent.
SalesHigh – Positive: Confident, glass half full, calm under pressureNegative: Discount, ignore negative feedback, ignore mistakes – watch out and listen to customerLowPositive: Concern about work products, use feedback to improve, responsive to feedback - Negative: overly self-critical and take criticism personally, unhappy, tense under pressure, setbacks and inconveniences annoy them – be careful when interacting with customers
HighPositives: energetic, competitive, focused on results and success, persistent in face of obstaclesNegatives: competitiveness may cause selling when customers don’t have needs or interests, know it all, and not seek customer’s inputLowPositives: Following more than leading, great team playerNegatives: uninterested in customer, lacking focus, accepting of status quo
HighPositives: outgoing, friendly, entertaining, positive first impression, enjoy meeting and interacting with customersNegatives: Less active listening, overbearing, loud, LowPositives:business and task focused, good listenersNegatives: reserved, quiet, somewhat shy, lack good internal networks
HighPositives: Warm, friendly, build good relationships, like cooperation and teamworkNegatives: Avoid confrontation, don’t push back LowPositives: Frank and direct and unemotional, enforce the rules and proceduresNegatives: direct, tough, blunt, unconcerned with relationships, insensitive
HighPositives: Orderly and planful, attentive to details, ensure rules and procedures are followedNegatives: overly controlling, Not see the big picture, rigidLowPositives: Make things happen in the organization, flexible and open with change and innovationsNegatives: Impulsive and careless, inattentive to details
HighPositives: Resourceful problem solvers, focused on the bigger picture, bring lots of ideas to the tableNegatives: downplay operational matters, prefer to conceptualize vs. implementLowPositives:practical and level-headed, hands-on problem solvers, good with implementationNegatives: uncomfortable in ambiguity, focus on details and miss the bigger picture
HighPositives: up to date and currentNegatives: jump to newest technology crazes without verifying usefulnessLowPositives: hands-on learner, apply skills Negatives: avoid traditional training and don’t push training
Key Strengths:Key Development Opportunities:Stop Doing:Start Doing: Continue Doing:Specific Actions: Complete by When:
Leadership/Selling Goals Actions By WhenTeam Selling Goals Actions By When