In recent years they have done a fantastic job on me! There are charges on my credit card, and in turn, I receive very regularly the ‘gift’ of a great variety of wines unavailable in my local wine store.
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Choosing one side of a paradox would be delightfully clear and easy. Though the world is not black and white, it comes in all shades of gray, it is nuanced, and there are no easy answers, no silver bullets.
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It’s challenging because small sales teams have a diseconomy of scale. The marginal cost of sales management per rep is increasing with every hire. Those can be direct cost, but also opportunity cost.
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Truly effective sales leadership can position your company for long-term sales growth, increasing market share, and sales team member satisfaction and loyalty.
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A few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
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Hindsight bias occurs when people feel that they “knew it all along” — when they believe that an event is more predictable after it becomes known than it was before it became known.
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LinkedIn and other social media platforms are full of those who self-describe as “#1 Influencer,” “Change Agent,” “Hacker,” “King,” “Best-selling Author,” “Wolf,” “Keynote Speaker,” “Evangelist,” “Thought Leader,” or ”Advocate.”
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Don’t let the negative behavior go on forever. Do everything you can to test if the person can be coached, and then move on when necessary. Time doesn’t make things better -- only action does.
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For me, there is no alternative for a company or an individual to being sales-centric. If you want your business to grow, all parts of the organization have to be focused on selling, and there is no room for “corporate” behavior. Very few products or services sell themselves.
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In a recent dialogue with a European business looking to enter the US market, we reviewed the different options available. Some of the low-cost options seemed more like dipping a toe or baby steps and anything but a deliberate and purposeful market entry.
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