Hard Knocks

As a sales leader do you ever feel that your sales team looks to you for all the answers? You may very well have most all the answersSchool of Hard Knocks but no one on your sales team will fully develop if you never allow them to seek and figure out a few on their own.

A former account executive I managed biggest issue was that anytime he ran into a problem or he didn’t have a solution he was quick to come to me every time for the answer.  I was glad to help, after all wasn’t that my job? Or was it…every time?

Why was it I had almost all the answers and my account executive had so few. While I had more experience he still had plenty. We both had solid educations and I’m confident it wasn’t a case of me having superior intelligence…so what was it and how could I help him get more of it?

I came to the simple conclusion that he simply wasn’t a risk taker. He would never risk being wrong. I know I’m not right all the time but being right most of the time works. My correct answers were not derived from possessing some vast knowledge bank. My answers came from making more good decisions than bad ones…but when I did get it wrong I become a “Straight A” student at the School of Hard Knocks.

We all want to see our sales people at the top but you can’t put them there you can only help them get there. Just remember though it often serve everyone well when you share and provide expertise to those that you’re in position to help…once in a while it’s OK to let them to figure it out on their own…because the bell is always ringing down at the School of Hard Knocks.


About Richard Scudder

I possess a passion to see others succeed in sales. After 25 years of sales and sales management it is with confidence I say “it is direction, not perfection” that counts. I partner with organizations to improve the performance of their sales associates. My clients and I share in common investing in their greatest resource “their people”. I facilitate motivational training that is fun, unique and creates a positive impact on sales performance. For more information on training sessions or speaking before your group contact me. scudderperformancepartners@gmail.com 615-440-7219

Posted on December 2, 2013, in Sales Leadership and tagged , , , , , , , . Bookmark the permalink. Leave a comment.

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