If you clicked on this blog post, then the title probably resonated with you. As sales leaders, we can so often feel too busy, burnt out and no matter how many late nights you work and how many sacrifices you make, you still haven’t reached that next level.
If this is you, then I urge you to join us at Sales Leadership Summit 2020. This year’s event is designed for sales leaders just like you to refocus on the right priorities with fresh tools and strategies that are producing the right results right now.
by Jeff Shore
What matters most as a sales leader?
You have a thousand priorities that are fired at you on a daily basis. So how do you determine what matters most? What one focus should dominate your attention?
For years (and years) I have suggested that the primary focus for a sales manager can be described in two words: Lead Conversion.
Top sales performers are obsessed with lead conversion. Great sales leaders stay focused on coaching their sales people towards stellar lead conversion.
Nothing will ever be as important to your effectiveness. Nothing will bring more success to your company. No other focus will help your customers achieve their goals.
It’s lead conversion, baby. Get used to it.
So how do we (as Stephen Covey would have suggested) make sure that we “keep the main thing the main thing”?
It goes back to a question I’ve been asking a lot lately: How do you prove an obsession?
Obsessions are things that dominate your attention. They are woven deeply into your schedule. You talk about them without end. Everyone around you knows precisely what you obsess about.
Did I just describe your approach to lead conversion? Or is the converting of prospects just another item on the to-do list, and something that you’ll eventually get around to?
If you want to prove your obsession you can do so with two points of focus: Time and Mastery. We spend time on the things we obsess about. And we seek to master the way in which we carry out those obsessions.
What about you?
Where is your focus? Where is your time? Where is your attention? Where is your mastery?
If you want the greatest possible impact on your own career, you’ll need to recklessly obsess on your number one priority: LEAD CONVERSION.
Focus on the behaviors that yield lead conversion results and move you closer to your destiny as a great sales leader.