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January 6, 2009

Inspiring Sales Leaders

Tim Roberts

Once upon a time, a mentor asked me a question he couldn’t wait to answer: Do you know why judges become judges? Because they ain’t very good at lawyerin’.

I giggled at the time, yet now find myself a sales trainer. And, of course you know why people become sales trainers? Because… well, at least that’s the joke I imagine.

The same thing has been said about plenty of sales managers.

Sales managers come in a couple of forms and both seem to work. Form #1 are the sales managers who say, “It’s true, I am not as good at selling as I am getting the very best out of the sales people I lead.” And Form #2 are the ones who say - with equal pride, mind you - “I was proven in the field and find it important for my peeps to know that I’ve been there, done that.”

Great sales leaders have to possess a deep bag of wisdom. Like the Wizard of Oz they must know with certainty what each sales player needs. True enough, some need brains, some need heart and some need courage.

Don’t Let A Savvy Buyer Make You Dance ’Til You Drop

Tim Roberts

I hope my younger brother still likes me. By all rights, he shouldn’t. I used to make him dance.

Not like a moonwalk or Virginia Reel, but the kind the bad guys used to force on the good guys in old Westerns. You know, they’d shoot their guns at a good guy’s feet and make him “dance.” They always yelled and laughed and whooped it up.

I thought it was funny when I was a kid and so, with a wee bit of bully edge, I would throw pebbles at my brother’s feet and make him dance. My pals would join me.

Vince, my brother, rarely flinched. He never bailed and I don’t think we ever got to his self-esteem. He seemed to accept the absurdity of it all, although from time to time I could see his body language saying, “Your time will come, chump.”

Self-Discipline = Motivation = Success

David H. Sandler

Self-discipline is simply self-direction toward a particular goal. And the fact is, self-discipline directed toward a goal we are genuinely motivated to achieve is not especially difficult to achieve, if we recognize in advance that struggle is necessary for any worthwhile goal. Where motivation is genuine but self-discipline nevertheless seems to falter, the reason is probably not lack of willpower or nerve, or any other terms we use to punish ourselves and sustain self-hate. Instead, the chances are strong that self-sabotage is taking place.

If discipline fails but we are convinced that the desire to achieve our goal is genuine, we will be wise to ask whether we may not be unwittingly subverting our aims and desires.

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