- July 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers.
On page 49 (of the Kindle Edition), there is a must-read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.
My champion assures me that they’ll be able to complete the deal by the end of the fiscal quarter.”
I loved this passage. I’ll read it at every Sales Leadership Intensive. I don’t condone using the language [Update: See comments below for clarification] with a salesperson, but the approach is spot on. The challenge, for most sales leaders, is whether or not they can do the following:
- Can they see around the corner?
- Can they anticipate 5 steps ahead?
- Can they be cynical?
- Can they be both optimistic and skeptical at the same time?
- Can they push back and challenge their salespeople without being afraid of their salespeople hating them or quitting?
If you can’t imagine a sales leader having any of these difficulties, then you are fine! If you have some of these difficulties, then you absolutely must participate in my Sales Leadership Intensive.