Why Your Role as Sales Leader Isn’t to Motivate

MOTIVATION word cloud, business concept

Many people think “cheerleader” when they envision an effective sales leader.  Someone who gets the team fired up, screams and shouts, and sets everyone on a rah-rah march into the field to meet prospects.

The sales leader is expected to be a high-powered extrovert, charismatic, outspoken, aggressive, and perhaps even a bit shocking.  We have all worked for sales leaders that possess these characteristics and shall I dare say, some other, more wild ones to say the least.

Early in my career I worked for such a sales leader.  He’d stand on a chair or a table during sales meetings screaming at the top of his lungs, face beet red.  The hair on the back of your neck would stand on end.  You were pumped.  There was nothing you couldn’t do.  But when he finished his super-charged motivational speech, the result felt more like a tirade than an inspiration.  There’s an enormous distance between rallying a group with fear versus inspiration.

So what is the sales leaders responsibility as it relates to motivating a sales team?

Are you ready for the answer?  None.  You have no responsibility to motivate your team.  Each sales person on your team is responsible for motivating him, or herself.  So what is your job as the sales leader?  Provide vision and inspiration.

People want to follow a leader who demonstrates the confidence that he knows where he’s going, how he’s going to get there, and why getting there is so important and beneficial.  I’ve built a number of sales teams over the years.  I have worked hard to be an inspiration – doing this provides your team members with the “why” should they do what you’re asking them to do.  Inspiration transcends motivation.  You can motivate for an hour or a day but motivation is time constrained.  It lasts only as long as the instigator – you – are on duty.  But to inspire, creates a fire, that burns deep into desire.  The greater the fire you build the more insatiable the desire is to achieve the goals you’ve set – whether you’re around or not.

Your job is to find out what drives your team.  Is it money?  Is it recognition?  Is it invention or innovation?  Is it client engagement scores?  Once you know what drives each person on the team you will be able to create your inspiration roadmap.  That roadmap will provide a clear picture to:

  1. Where are we going?
  2. Why are we going there?
  3. What’s in it for us?
  4. What will we feel once we’ve arrived there?

Most organizations fail due to a lack of clarity around the vision. You’ve got to assemble a team that WANTS to a be a part of your vision.  Trying to convince someone they will be happy going to Buffalo in the winter probably won’t sell.  You can expend all your energy convincing or you can set out to find those who are interested or intrigued with going to Buffalo.  It’s the Good to Great philosophy of getting the right people on the bus and the right butts in the right seat.

Lead by example.  Walk the talk.  Model the behaviors.  Do these things and you’ll increase your ability to inspire your followers to achieve remarkable results.

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Your Ability To Change Determines Success or Failure

 

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Our ability to change determines our probability to succeed. Of course success has many definitions. Success may look like a college degree, a new car, losing weight, obtaining financial freedom, paying down debt, finding a new job, rescuing an animal, raising money for a nonprofit, starting a business, or growing a business.

No matter what you’re doing in life, your ability to manage change, embrace change, affect change, and ultimately lead change will determine the outcomes you produce. When people fail to change they don’t grow. They don’t expand their knowledge, or insights, or perspectives. They remain static within a dynamic world. When businesses fail to change the results can be stressful and sometimes catastrophic.  Downsizing, layoffs, reorganizations, increased leverage, bankruptcy, and in worst case scenarios complete shut downs happen due to a failure in the ability to change.

How can you prepare for change?

  • Read more, and if you’re not reading at all, get started. Create a mix of categories including business, leadership, inspiration, fiction, and history. There is so much to learn from others who have come before us, as those who are currently on their own journey.
  • Conduct a personal self-assessment. What are your strengths? Stop worrying about your weaknesses. Play to your strengths. In baseball, pitchers are known for having a perfect pitch. Could be their fastball, curve, slider, etc. Perfect your strengths so much so that your weaknesses are irrelevant.
  • Find a mentor. Someone who will be brutally honest with you about you. A great mentor will help you become more self-aware. They can identify blind spots. Blind spots may or may not be weaknesses. The key is to understand what they are, where they are, and when they show up. A blind spot may be how your temper flares when things don’t go your way. Once you’ve identified the blind spot you can work on techniques that can help change your behaviors.
  • Accept who you are. Sometimes the changes required to go from Point A to Point B do not align with your “who”. Don’t settle. When you attempt to do things that don’t align with who you are authentically, you will create stress in your life, and in the lives of others. Be happy with who you are. Don’t try to be someone you’re not. Once you’ve accepted who you are you can chose those situations or activities that excite you from a change perspective. If you love turnarounds but hate mature businesses, don’t force a change to work at a mature business. You love the excitement of turning something around. Chose to do that and whatever changes you’ll face in a turnaround situation you’ll embrace and thrive upon.
  • Reflection time. Build time into each day to reflect. Just 15 minutes each day will help you sort through what happened, how you acted, and the outcomes. More than likely you’ll arrive at the realization that a different action would have created a different reaction. It’s cause and effect. Take the time to think about your day, those you encountered, and what took place.
  • Ask for help. Change is tough. Even if you’re changing an area that excites you, inspires you, and motivates you, chances are it also scares you. Going through change alone is even scarier. Having a strong support network is critical. Family, friends, mentors, leaders and teammates can help you with change. I also personally believe that having a strong spiritual belief and faith provides a sense of calm during the storms of change.

Never Settle

RichardBranson

Having a beginners attitude is a difference maker for great leaders.  They approach life with curiosity, questions, intrigue.  They believe anything is possible. They’re not afraid to try new things.  Their interest in learning and exploring is genuine, and it sends a strong signal to others who have a passion for innovation and invention, acting like a magnet.  These are the leaders that attract the best and brightest talent.

Real leaders are always preparing. They are in constant “getting ready” mode. They are always “on their way”, having not yet arrived, and as far as they’re concerned they never will.  In fact they believe if they finally do arrive it’s game over.  They never settle.  They never check the “all done” box. Real leaders are constantly looking for new challenges, new problems to solve, and new roles that push them out of their comfort zone – because that’s where the learning happens.

Nothing worth while in life happens without risk. No home run has ever been hit without taking a swing. The light bulb wouldn’t be here if Edison didn’t take a risk, both financially and scientifically.  Great leaders are comfortable with taking risk.  These risk-takers are not careless.  Far from it.  Rather they are prepared for it.  They believe in themselves, the skills they’ve developed, and their intuition.  They are comfortable with being uncomfortable.

So when someone offers you an opportunity do something different, think about it.  Push yourself to get comfortable outside of your comfort zone. Don’t shy away from a challenge.  It’s far more risky to remain static than it is to change. Don’t settle.  Be curious.

Be An Inspiration

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What inspires you?  Perhaps a better question is who inspires you?  Who do you look to for a pick-me-up?  Someone you can always count on for a kind word, a gentle smile, and a reassuring affirmation.  They are the first person you turn to when things go sideways.  So what is it about that person that inspires you?  What traits do they possess and can you yourself be an inspiration to others?

When I think of the people who inspire me, they all possess similar traits.  They are all good listeners, strong observers, and offer great insights.  They’re able to assess a situation without bias and provide a recommendation for how to adjust or modify my thinking in order to accomplish my goals.

Being an inspiration to others requires the ultimate in authenticity.  Have you ever met someone who said they wanted to help you but instead caused your antenna to go up?  Their words seemed empty, their time felt rushed, and most likely they were not very empathetic.  Empathy is a necessary ingredient for inspiration. It’s not about sympathy.  Inspiring others doesn’t mean you allow that person to wallow in their sorrow.  No.  Inspiring others begins with empathy.  Being able to identify with someone’s struggles or challenges allows you to connect with people, build rapport, gain trust, and finally inspire them.

I’ve coached hundreds of people throughout my career, as well as others closer to home.  I enjoy helping people sort through their challenges by listening and providing perspective.  I make sure that when I’m coaching someone they know they are my #1 priority at that moment.  I turn my phone off, close my laptop, and focus on that person entirely.

We live in an age of sound bites.  There is an infinite number of inspirational sayings that are posted to Facebook everyday.  Yet nothing takes the place of speaking to another human being  about your challenges.  That real time interaction with someone who genuinely cares about you and your future is what inspiring others is all about.

There’s no class…no school to attend…no workshops that teach someone how to inspire others.  It takes time. It takes courage. It takes commitment to inspire others. Making a positive difference in someone else’s life is what inspires me to work hard to be an inspiration to others.  What inspires you?

 

How Pressure Affects Performance

Pressure

I work better under pressure.  Courage is grace under pressure.  When you work under pressure you trade perfection.  Pressure is something you feel when you don’t know what the hell you’re doing.

Perhaps somewhere along the way you’ve heard someone say one of these things, or maybe you’ve been the one saying it.  Regardless, pressure takes many forms, and delivers an equally different number of outcomes.  But harnessed properly, pressure can create a winning edge in business.  I had a former boss that said, “it’s my job to back the bus up as close to the edge of the cliff as possible without going over”.  That’s pressure.

Pressure develops our ability to adapt.  Under pressure we may be tempted to look for the path of least resistance yet it’s most likely that the situation created by this pressure has already eliminated all the paths without resistance.  All that’s left are the paths that present resistance ,including conflict, confusion, and discomfort.  The better equipped we are to effectively deal with the confluence of these challenges the better we are able to succeed.

While human nature leads us to avoid pressure I would submit that seeking pressure improves performance.  Diamonds are made under enormous pressure; without it they are just rocks; carbon deposits.  But with pressure they turn into beautiful gems of great, and often times, enormous value.  Top performing athletes are molded under pressure moments.  Peyton Manning holds the record for the most 4th quarter comeback wins with 44.  By definition, comeback, means pressure.  You’re behind.  You’re losing.  That’s pressure!

Look for opportunities to experience pressure.  Volunteer for a project at work.  Offer to bat clean-up on your baseball team.  Commit to losing a certain amount of weight in a specific period of time.  Tell others that you plan to get a certification or license of some sort by the end of the year.  All of these create moments of pressure. Only in times of pressure will you be able to see what you’re truly made of.  Remember how diamonds are made, and even further how that process creates the hardest, natural-made material known to man.

Can Really Anyone Succeed?

Doubt

It all begins with setting clear goals.  Knowing what you want along with a rough idea of the time frame in which you want to accomplish those wants is where success begins.  No one stumbles into success.  Without clearly defined goals even winning the lottery will lead to failure as the bankruptcy rates for lottery winners seem to indicate.  We’ve managed to create a society in the United States where success is demonized and those who acquire it are viewed as the bad guys.  Lines continue to form for hand-outs and entitlement programs.  We’ve more than doubled the ranks on government assistance in the past 8 years, and the news is littered with stories on just how little the rich and successful do for those less fortunate.

Those who don’t succeed often whine about the who, the how, and the what.  Who prevented them from succeeding how they were derailed from success, and what’s missing from the system that if there would enable them to succeed.  These folks just don’t seem to get it.  They must have slept through history class…not just ours but civilizations across the globe.  Remember the caveman wasn’t born with fire or a wheel.  It took thought, vision, hard work and persistence.  Our country was founded on the basic principle that anyone willing to work hard while applying their God-given talents could succeed.  We never guaranteed success…only a chance at it.

People who complain about success will never attain it.  I’d propose that the biggest reason they will not achieve success is that they haven’t taken the time to identify what success is.  They simply look at the material things that they associate with success.  They have no idea what is required to obtain those things, they see only the after-results.  Whether it’s a heart surgeon, a mutual fund manager, a business owner, or a school teacher, those who are successful have a clear idea of what success means to them and for most it’s never about the money or stuff.  It is however always about the personal accomplishment, achievement and having the ability to say “I did it.”  That alone defines success.  You know, Frank Sinatra got it right in his song My Way, more people should listen to it.

So if you’re feeling low and not sure where you’re headed remember it’s up to you.  You have to think about what you want.  You have to answer the question how hard you’re willing to work to get it..  You have to be willing to put the time in.  You have to take complete responsibility and accountability for your successes and failures.  Once you do that success will find its way into your life.

 

A New Game Show: The Blame Game

Look around you. Put your iPhone down, stop your online shopping for just a minute, and stop posting on Facebook. Take a deep breath, look up, look around, watch, and observe. Listen to what you’re hearing…or not hearing for that matter.

A new gameshow is building both momentum and popularity amongst our Country’s leaders. It’s not Family Feud, it’s not Price is Right, nor is it Let’s Make a Deal. This new gameshow is called The Blame Game. The object is to point as many fingers as possible toward other people and escape both responsibility and accountability. The winner is crowned Teflon Don…or Donna. It’s the ultimate game for losers, and one that is gaining popularity because we allow it to. And the worst part is that there’s not just one winner…there’s many, many, many, many….

Our Country has moved toward a shallow ignorance. A state of numbness where we’ve insulated ourselves from the misguided missteps of our leaders. Everyone gets an unlimited number of “free passes” in The Blame Game, because we allow it. We give a free pass to those who inherited a mess, or those who just can’t make the tough – often times unpopular – decisions. We shrug our shoulders and continue on with our lives moving further and further away from our Country’s founding principles which include very specific references to God, power emanating from the people, a Constitution, private property ownership, and a republic rather than a direct democracy. (How many people would you guess don’t know there’s a difference?)

Our leaders of today are often times winners of a popularity contest. Great orators, sharp dressers, charismatic charmers, and savvy politicians capable of weaving in and out of distressed situations so as to not get to entangled in them whereby they must roll up their sleeves, jump in, get involved, and work toward a solution. They are a group of master delegators not for the sake of efficiency but for the sake of creating political insulation for when things go sideways.

While hope is not a strategy, I do hope (and pray) for a true leader to emerge soon. One that our Country can rally around. One who wants to be held accountable. One who makes decisions based upon their beliefs and convictions, not on polling numbers. One who possesses the character and integrity that promotes family values, personal responsibility, and self-improvement. One who other countries respect and in some cases fear…or at least know they mean what they say. Does such a leader exist? Is he or she already on the path to leadership or are they awaiting a nudge from family or friends to “just do it”? While we can wait and hope for things to get better, we should all go back and re-read our Country’s founding principles. Then and only then will we know whether our hope is possible or misplaced.

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