The Enemy of Great Business is a Good Business

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Steve explains that often when companies are doing well, they find it hard to gather motivation and continually make changes so that success continues and they are not faced with a crisis situation.


Steven’s Trinity of Strategy Development Success

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Steve shares his ideas on how to develop a successful strategy, and explains how they work together.

 

 

 

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The Pitfalls of Sales Management

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Steve shares the pitfalls of sales management. They include:

  1. Promoting the wrong people in to management
  2. Giving quota to the sales managers
  3. Using sales manager to support the weak instead of the strong sales persons

What a Sales Manager Is and Is Not

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Steve explains that a sales manager is:

  1. A leader
  2. A coach
  3. A councilor
  4. A strategist
  5. An executor

They are not:

  1. A salesperson that carries a quota
  2. A babysitter
  3. A data collector and reporter only

The Role of Sales Manager

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Steve explains that four things are important to keep in mind:

  1. Keeping the sales team focused
  2. Making the best sales people even better
  3. Empowering others to be great sales people

Why Sales Leadership Is Critical For Success

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Steve shares his expertise on the area of time management within the sales leader’s role. He explains that investing time in the best sales person(s), will produce the greatest results overall. He also explains that in sales leadership, these three things are important to focus on:

  1. Keeping your sales team focused on the most important issues
  2. Working at making your best sales people even better
  3. Using your current sales leaders to help develop the next generation of sales leaders.

Pitfalls are:

  1. Promoting the wrong people in to sales management
  2. Giving quota to sales managers
  3. Using sales managers to support weak sales people


The Key To Innovation – Unique 2

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Steve shares four main aspects on moving innovation forward in an organization.

  1. Realizing that innovation is not confined to just a small group of individuals within the company.
  2. Formulating the right questions, and responding to questions honestly.
  3. Involve people from all levels and invite them to share their thoughts.
  4. Understand that innovation encourages management and leaders to do things that are the opposite from what they typically have to do in a day-to-day scenario.