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3 min read

Hold Sellers Accountable to Commitments not Aspirations

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The career of sales person is challenging. We can be asked to 2x, 5x, or 10x our performance year over year. It's easy to fall into the trap of over promising and under delivering. If you don't ask the right questions, this is an easy trap to fall into.

In today's episode we'll cover ways to ground our expectations, and not allow our emotional needs to be manipulated by unrealistic expectations.

What You'll Learn: 

  • Why "pie-in-the-sky" estimates are likely to make you lose your best staff, and change your management style.
  • How inaccurate estimates are like conspiracy theories
  • How micromanagement can demotivate a team.
  • As a sales leader, what rights do you have to ensure accurate estimates.
  • Why we need to avoid the "gut reaction" to the sales forecast number.
  • What's the difference between coaching and micromanaging.
  • What questions to ask your sellers to validate their targets.
  • What to do when your sellers are aiming too high to please you.

Making sure your team is setting the right expectations can be difficult. If you find yourself needing help, give us a call.


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