A recent LinkedIn post from Mary Barra, CEO of General Motors, took my breath away…"…we will no longer allow our company the indulgence of asking “why.” We as a company will focus on “what.” What can we do?'Why was I overjoyed to read Mary’s post?She reinforced the exact point I had made in my 5 Bold Predictions keynote for the Economic Times Sales Strategy Virtual Summit in India – the incredible power of “what.”“What” questions stimulate productive, future-focused thinking. They drive positive change and breakthrough results.
Wouldn’t it be great to have a crystal ball that shows you exactly what’s needed to be successful in 2021? That would get rid of all the uncertainty and angst that’s causing headaches and sleepless nights, wouldn’t it?Unfortunately, we don’t have a crystal ball!
“It’s time for my sales teams to stop lamenting COVID, the economy, the politics, isn't it? I need help inspiring and engaging my millennial sales teams. It feels like a constant uphill battle! Can you help?” ~ Rick, CEO of a graphic design company.Do you share Rick’s sentiments?
As we’re strategizing how to break sales records, crack new accounts, and tap new markets in 2019, it becomes even more important to recruit, hire and fast-track a high-performance sales team. Are you able to predict, with confidence, whether your Millennial sales candidates will succeed in the roles you need to fill before you hire and train them?
The challenge that social media brings to a sales leader’s coaching strategies inspired my Forbes article, Is social media impacting the business results of your Millennials?In the article, I cover how to coach your Millennial to fight the Need for Approval and deal with Rejection. In addition, building their Comfort in Talking about Money will help solve business frustrations such as:
Why aren’t we generating more new business?
Why isn’t our sales cycle shorter?
Are we selling consultative?
Are we selling on price and who can become a valued seller?
Can we close more sales?
Can we improve our pipeline and forecasting accuracy?
How are you helping your up-and-coming Millennial leaders to develop a productive sales mind so they can stay productive and not let social media, or other forms of negativity, impact their sales and leadership results?