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