As someone who has coached and directly managed hundreds of sales leaders, I find myself doling out the same advice over and over. A year ago, I started documenting my “words of wisdom” in a google doc with the intention of sharing with a broader audience.

I’ve tried over the years to synthesize my coaching conversations in catch phrases – words that memorable and would get the point across. Many of the catch phrases are of my invention, others can be attributed to other sources.

In future blogs, I will do a deep dive into each catch phrase and explain the meaning and importance for a sales leader. By no means is this an exhaustive list – and I’m hoping others will share their “words of wisdom” as well.

  • You don’t have to like it, you just have to do it
  • If you think you know it all, you know nothing
  • Time is your enemy
  • Be intentional when building internal relationships
  • Treat every potential hire like you are betting your career on that person – because you are
  • You can’t have an entire team of Michael Jordans – but try anyway
  • If you hear yourself saying “I can save this person”, you are the one who may need saving
  • People are wired certain ways. Don’t try to reprogram them.
  • Act swiftly with malcontents and non-performers
  • If you find yourself doing the job of your subordinates, someone will be doing YOUR job soon
  • Shortcuts are the fastest way to failure
  • Don’t believe anything unless you see it in writing
  • Learn how to see around corners
  • The what won’t happen without the why
  • You have a limited amount of leadership capital – use it wisely
  • Learn to detach before making importance decisions
  • In times of personal conflict, take the high road or the high road will take you
  • Don’t scare the chickens or they will stop laying eggs
  • Act like a leader or you won’t be one for long
  • Don’t allow yourself or others to make excuses

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