In Kurin’s book, describes as a manager’s guide to getting results without losing your soul as a practical guide to achieving breakthrough results and remain a good human being along the way. Winning well is showing up with confidence and humility, focusing on results and relationships.
Sales Expert interview covers:
- Transfer from top sales to manager
- New manager building confidence
- Becoming a good coach – Inspire model
- Expert salespeople have the skills to manage
- Issues can be dealt with openly
Transferring from being top sales to being a good manager:
Realizing that their individual sales skills now need to be transferred or shared somehow with the people they now lead as a manager. In her book, she provides practical tools and techniques for specific topics that layout step by step guides for a variety of manager topics.
How do you build confidence in a new manager position?
The balance of confidence and humility; showing up with the level of confidence as a subject matter expertise as well as willing and open to learn in terms of leadership. Build genuine relationships; surround yourself with brilliant people on your team that challenge you. Know that everyone with their uniqueness will not work as effectively with the same leadership techniques.
Learning how to become a good coach as new managers – Inspire Model:
The acronym of INSPIRE outlined in the interview facilitates a model that outlines each step for new managers as a coach, in fact, this model taught at different levels of the organizations showed people having more productive conversations. Conflicts get resolved and issues are addressed early before they fester when this model is taught.
The best salespeople innately have the leadership manager skill to lead teams
The best salespeople have a lot of these skills already that they don’t realize can be transferred to management; the skills you use with prospects and customers you need to use internally with your teams.
How can you openly deal with issues
Start by building the relationships and having the trusts. If you knew that someone really cared about you and wanted you to be successful would you want to hear their feedback?
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.