Grant Stanley Consulting

“Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity.”                                 George S. Patton Although this is relevant to many walks of life, this is particularly relevant to sales leaders who, as activists and experienced sales professionals in their own right, often tell people what to do because they (like their people) have fast minds and feel that they always need to have the answer. “Sometimes adversity is what you need to face in order to become successful.”                                 Zig Ziglar This quote is highly relevant to a sales or sales leadership role. It is effective because it brings...

All great leaders communicate with maximum impact and regularly get their people (either physically or virtually) to give them direction, keep them informed, inspire them, motivate them and engage them to commit to achieving success at both the individual and team level. Competent sales people typically have fast minds. They like a mental challenge, they enjoy new ways of looking at the world and they are activists. They are also extroverts, they want to be entertained, they want to be successful and they want recognition for their success. All of these attributes mean that being successful at leading a sales force can be a real challenge and requires an ability to use every communication to inspire and motivate their people to step up to the challenge, at both the individual and team level. This means that great sales leaders need to be great communicators. They need to ensure that all of their communications are ‘high impact’. A critical element of any leader’s tool-kit is the ...