How many times have you experienced this scenario?

You walk into your office, eager to get the day started and excited about an important project. You sit down at your desk, fire up your laptop, and are suddenly confronted by a spewing Vesuvius of, for lack of a better word, “stuff”. 

Overnight, your inbox blew up. You check your phone and see that you have 43 unread text messages and nine unheard voicemails. A few of the most eager members of your sales team arrived early and have already started pinging you on Slack. And you have an enormous digital stack of unread industry-related articles to plow through.

Do you need to compromise your integrity to close a sale?

“Knowing what’s right doesn’t mean much unless you do what’s right.” Franklin Roosevelt

For all intents and purposes, 2018 sales performance is baked in. There is little you are going to be able to do right now to level jump sales unless you made bold strategy executions a year ago.

Unless you make decisive action soon, 2019 will be largely baked in as well.

Where there is smoke, there is fire.

Mindset toxicity among your sales leaders will destroy your sales performance.

No excuses. No second chances.

Sometimes organizations are in denial about the reality of their sales leadership. Strong and weak sales leaders paint two entirely different pictures. Which one fits your business?

Believers sell value.

Your salespeople either believe in selling value or they do not. There is no "in-between".

Non-believers possess and model a mindset focused on "saving" money and/or order-taking for their Prospects / Clients. Non-believers sell on features, benefits and ultimately price.

Non-believers sell the way they like to be sold to.

Believers, we call them "Sales Wolves", understand their unique value proposition and the value it shapes / creates for the Prospect. With proper training and guidance, they engage the Prospect in a consultative sales process that drips with rich value. As a result, they make strong recommendations for their Prospects and Clients that will create extreme value. Sales Wolves focus on value, not price.

Hope is not a strategy.

Hope without meaningful action is insanity.

“The definition of insanity is doing the same thing over and over again, but expecting different results.” - Albert Einstein.

You know what most CEOs, VPs of Sales and HR does when an under-performing salesperson or Sales Wolf (or one in-between) leaves?

They do little or nothing more than look for a replacement. And that is a waste.

Choosing to not study what went well and what did not is recipe for repeating sins of the past. 

That is insanity.

Never miss the powerful lessons only an autopsy feedback loop will provide.

Long story short.

A strong economic storm is brewing. 

The second longest economic expansion in US history is about to end. 

Are you and your sales team positioned to capitalize on the next recession or become a victim like so many?

Dear Ship Captain...

As CEO or VP of Sales of your company, who possibly could have more influence than you in shaping the future of your company?

One or more of these folks:

• HR.
• Recruiters.
• Hiring Sales Managers.

And chances are the influence is not positive despite their best intentions.  

That is unless you are truly maximizing shareholder value by ensuring that every single salesperson is unquestionably a Sales Wolf - a future top 20 percentile performer.

There is only one way to know.  Read on. 

The role of the CEO or VP of Sales.

Let's get this out of the way.  

Your role as the CEO or VP of Sales is to maximize shareholder value.

Are you?

Are you doing whatever it takes to maximize shareholder value?

Interested people do what is convenient. Committed people do whatever it takes.

What gets in our way.

It is no wonder we struggle. We get in our own way.

Our mindsets, our mental models, our past experiences, our habits, our perspective, our biases and our own arrogance get in our own way. Each contribute to slowing us down from getting what we really want.

Human beings are comfort-seeking creatures. 

Once a way of doing something is identified that brings the desired results we often shut our minds off from other possibilities - to other ways. In our personal lives and especially in business, moats are often built to protect the way something is done.

Management systemizes ways of doing something into processes and punishes those who dare to think outside-the-box.

Meanwhile, a competitor who neither cares about comfort, nor relationships, nor history nor moats identifies a better way that is more efficient, less costly and creates more value.

History if full of competitors who burned their own boats.

Long story short.

It's not right to pay someone else to develop content and then represent it as original.

Longer story.

I have often marveled at how some consultants seem to be busy as hell yet seemingly possess a superhuman discipline and creativity to pound out decent content.

For some their "secret" is ghostwriters.

A ghostwriter is paid to develop content that is credited to another person. Many blogs and books are written by ghostwriters in a manner to appear as if another actually wrote them. 

This is a common practice.