I often meet experienced Sales Leaders that have really high standards for themselves. They strive to be the very best version of themselves and do what it takes to achieve business objectives. This, of course, is to be applauded :)

How often do you listen to a sales person in your team telling you their plan for achieving and exceeding their sales target...only to observe them not doing what they planned throughout the month?

Sometimes my post on Linked In gets a bigger reaction than normal. I don't think I've done anything different but it lands in a way that connects with more people. One of my posts did that last week. It was about the language we use to ourselves when we are discouraged...which we can all feel from time to time.

Every time I work with a group of Sales Leaders and ask what their Sales Leadership Mission is, I get responses like... To be the best Sales Leader that delivers on targets and key business objectives. To ensure my team consistently achieve targets. To ensure that everyone is happy and working as a team.

Have you ever tried to make a curry with only one spice, or a fruit cake with only one fruit? How about a paella with only rice? It doesn't work does it?

There are some approaches that come up with every Sales Leader I speak with and have written countless blogs about. They are the most common behaviours that Sales Leaders indulge in to achieve their goals and targets...that actually get in the way of creating a high performing sales team.

I had a conversation this week with a Sales Leader who is moving into a new role. She's intelligent, highly skilled and has the proven ability to transform people to achieve higher levels of performance. She's super excited about her new role and is looking forward to planning her strategy to take the UK sales force to greater heights.

From time to time you feel the need to sit down with one of your team to have one of 'those' conversations. You know the type. The tough love conversation that may be a little uncomfortable but is absolutely the right thing to do! It's one of those leadership activities that many sales leaders find difficult despite knowing that it is the only way to move someone from stuck to unstuck. Normally it's because us humans don't want to upset people, to appear unkind or make people feel uncomfortable.

It's so easy to set yourself financial or KPI goals for the year ahead. These are necessary so that you have something to aim for but generally don't enable significant changes in mindset and behaviour. If they did...every sales person on the planet would be inspired and motivated to achieve their targets.

As we move towards the close of 2019, it's a good time to reflect on your leadership and the impact that you've had on your team. This is a time to celebrate successes, own your unhelpful thoughts/behaviours and plan how you want to be going forward.