Use the Secrets of the Code of the West to Improve Millennial Sales Growth

Leadership, Millennials, Sales Performance

Use the Secrets of the Code of the West to Improve Millennial Sales Growth

Really? Character?  Why are you talking about character, Danita, when what we really need are sales strategies to hit our growth targets and sales numbers? Does character really make a difference?

In a recent Forbes article, I share Steve’s story. His lack of accountability caused him to lose his prospect’s trust – and the sale.

It seems to me that both accountability and trust are two of the cornerstones of a solid character.

What do you see in your business?

The Code of the West

For some, their character code is the Golden Rule. For others, it might be the Ten Commandments or certain virtues or values that they hold dear. Growing a strong character that positively impacts both top-line revenues and bottom-line results starts with a commitment to something higher than oneself.

Having grown up on The Triple T Ranch in North Dakota, I’ve found that the cowboy code of ethics, also known as the Code of the West, (which is also in the Forbes article: Does Character Really Count with Your Millennial Salespeople) resonates deeply with me. I trust this code, with our sales application add-ons, inspires you in your leading, coaching and mentoring.

  1. Live each day with courage. Be forthright in having the difficult conversations, asking insightful questions and owning up to your mistakes.
  2. Take pride in your work.  Go the extra mile. Show your prospect and clients that you’re a trusted resource.
  3. Always finish what you start. Develop the grit, the sisu spirit,  that refuses to quit until the job is done.
  4. Do what has to be done. Do the mundane or frustrating work that needs to be done to help the team succeed.
  5. Be tough, but fair. Demand more from yourself and others, including truth and integrity.
  6. When you make a promise, keep it.  Don’t go back on your word.
  7. Ride for the brand. Always represent the brand (your company, your team) well and have a positive impact on everyone. Your actions impact not only your own outcomes, but also your colleagues, clients or community. Choose wisely.
  8. Talk less and say more. Listen first so that you can offer the best solution.
  9. Remember that some things aren’t for sale. Some things, like your integrity, are not up for sale. If you have to compromise your character (values) to get a sale, the price is too high.
  10. Know where to draw the line. Commitment to success still has to be legal, ethical and not hurt others.

What do you see in your business?

Does character really make a difference?

Read the Forbes article. Then, drop me a line and let me know.

Leadership Lesson: Develop accountability and trustworthiness in your Millennial sales leader to fuel sales success.

Leadership Question: Are character issues negatively or positively impacting your top line results?

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