Sales leaders should instill a long-game mindset, focusing on creating lifetime customers and sustainable revenue streams rather than just hitting immediate targets. This involves planting seeds that will generate revenue for years, not just months.
Salespeople often focus on being 'coachable' (receptive to feedback). A more powerful trait is humility—the proactive asking for help and recognition that success is a team effort. Humility unlocks collaboration and support, getting you further, faster than simply being open to advice.
Sales leaders must identify reps who focus all their energy on one large, one-time deal, neglecting future pipeline. This "flash in the pan" behavior leads to inconsistent performance. The solution is coaching consistent, daily activities that sustain long-term success.
Instead of reacting defensively when a customer mentions a competitor, use it to probe their underlying needs. Asking 'What do you like about it?' helps differentiate between a critical feature gap ('the steak') and a superficial want ('the sizzle'), keeping you focused on solving real problems.
Transitioning from a top-performing rep requires a mindset shift from doing to enabling. A new leader's role is not to teach their specific 'Michael Jordan' method, but to align company and personal goals, then focus on removing obstacles for each team member's unique path to success.
Typing during a customer meeting diverts critical mental energy, causing reps to miss key verbal and non-verbal cues. Forcing pen-and-paper (or equivalent) note-taking keeps reps fully present and engaged, preventing them from being 'taken out of the play' for a split second.