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Building the Emotional Formula for Sales Success
Blog / Leadership / Mar 16, 2016 / Posted by Ken Thoreson /

Building the Emotional Formula for Sales Success

Every player does not give 110% every day, it’s the coach’s job to increase their intensity and the effort they give

This quote came from Butch Jones, head coach at the University of TN.

Are you an emotional sales manager or a Sales Leader that creates the right emotion on your team?

This is part of what I call the emotional job of sales leadership, it is one thing to analyze data and create sales programs and systems, and it’s another to create the right culture. Last week my keynote at a sales conference was titled: Building a Culture of High Performance, during the program I discussed this side of sales leadership and the need for both personal and professional actions one can take to raise the bar of excellence.

In a turnaround situation this emotional aspect of sales leadership is critical, if you are building a new team it is a necessity. What does the emotional Sales Leader need to do?

  1. Stay focused on energy-yours and your team’s.
  2. Pay attention to their plans, their daily/weekly execution and their intensity.
  3. Be on top of everything…. Pay attention to the details to ensure EVERYTHING works.
  4. If you expect them to work at 100%, your focus, your energy must be 120%.
  5. Always be more aware than the team… of all aspect of the sales/marketing focus.
  6. As a leader in any organization recognize that your focus/intensity/enthusiasm must be above the ones your lead.

Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer.  Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales Leadership. In my book on Leading High Performance Sales Teams I cover the tactical steps build this belief.

Notice, in this blog I used the word Sales Leadership not Sales Management, there are two different aspects to building a high performance sales team, leadership and management- you must know the difference and you must be both!

When I spoke with Josh Dobbs, Quarterback of the Univ. of TN this summer (at the airport) his biggest comment was that Butch was a motivator, not a coach, not a buddy, but a motivator.

What are you doing to increase the intensity of your team?

About Author

Ken provides keynotes, consulting services, training and products designed to improve business and revenue performance. The past 4 years, Ken was ranked by Top Sales World Magazine as the Top 50 Sales and Marketing Influencers. Ken has 5 books, his most recent, SLAMMED! for First Time Sales Managers.

Author's Publications on Amazon

What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they…
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In Your Sales Management Guru's Guide series sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book, you'll gain skills and techniques for creating sales compensation plans that will take your sales team to the…
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In "Sales Management Guru's Guide to Recruiting High-Performance Sales Teams" you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire onboarding process.
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