Make Sacrifices For What You Want Most

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When you notice your salespeople finally beginning to model your behavior, it is critical that vulnerability is not to be punished. The sharing of any weakness, problem, or failure can not result in any type of consequence.

Chastising or even making fun of someone else’s admissions of failure or declaration of a personal shortcoming or weakness will degrade trust.

This needs to be handled in a more appropriate and empowering way, and it is often best handled one-to-one, rather than in front of the group.

You Cannot Build Trust Overnight
Vulnerability-driven trust is not something that can be achieved in a matter of days but requires a long-term commitment to turning around an existing culture.

You can achieve this over time through repeatable shared experiences, structured exercises and activities, and meetings. Most importantly, that trust will rely on the continual modeling by leaders of the level of vulnerability that they want their team to emulate.

The end result is a cohesive team that is focused on croatia telegram data a shared goal that everyone benefits from.Finding The Right Time To Prospect
The best part of weekend warrior prospecting is that prospects tend to be more relaxed without distractions. Here’s why you should set aside a block of time on Saturday or Sunday to dedicate to prospecting.

Even the most time disciplined and high-performing salesperson feels like there are not enough hours in the day for servicing accounts AND prospecting. I hear it all the time from the salespeople I train and coach.

I also hear it from MYSELF despite how regimented I am with my calendaring. And as travel restrictions have lightened up, I’m finding it even harder to juggle it all.

If you haven’t heard Jeb Blount say this, here’s the solution – “sometimes we have to sacrifice what we want now for what we want most.” This means putting in extra hours to make it happen. For me, those hours are on the weekend.

I work at least one day every weekend, mostly on big-picture projects (training curricula, marketing, etc).