How to Be a Leader

A boss says, “Go!”

A leader says, “Let’s Go!”

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job.

In sales, this means leading by example.

When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

I enjoyed it!

And over the years, I found that this was the best way to train my reps—by modeling the closing skills and behaviors I wanted them to learn and practice.

What’s interesting in my training these days is that there are a good number of sales managers who resist this idea. They tell me that now they’re in management, they don’t “get on the phones” anymore.

Or, they tell me that it’s the job of the sales rep to make the calls—not them.

That’s a serious error.

Now, don’t get me wrong: I’m not suggesting you do their work for them (they’d become dependent on you if you did), but rather, it’s important to show them how it’s done.

If you take over a call they are struggling with or start a call they think will be difficult (and you record it), then you will be able to provide them with an example of the right way to handle that situation.

And they’ll learn how to do it right going forward.

In addition, by not shying away from picking up the phone, you will be viewed as a leader—rather than a boss.

And that means people will respect you and want to follow you.

And this is what a leader does.

There are many other reasons for getting on the phone as well:

  • You’ll keep your skills sharp.
  • You’ll get the wonderful feeling that comes from closing a sale.
  • You’ll earn the respect from your reps.
  • You’ll help the company, and your team, make their numbers.

And many more.

So, ask yourself: How often do you pick up the phone and show your team how to do it?

If the answer is, “I can’t remember,” or “That’s not my job,” I urge you to think again.

Get on the phones, make a sale, and start leading your team to greatness.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

New Book on Leadership: A Great Read!

What characteristics make up leadership?

Are you born with these traits, or can you develop them?

How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling?

And what role does adversity play in either derailing or energizing and propelling you forward?

These are just a few of the crucial questions that Doris Kearns Goodwin answers in her new book: Leadership In Turbulent Times.

If you enjoy reading about and learning from history, then you’ll love this new book. I highly recommend it. From the back cover:

“In Leadership, presidential historian and Pulitzer Prize-winning author Doris Kearns Goodwin provides an essential and accessible roadmap for aspiring and established leaders in every field and for all of us in our everyday lives.

“Applying five decades of study, profound insights and masterful storytelling, Goodwin demonstrates how four exceptional leaders—U.S. presidents Abraham Lincoln, Theodore Roosevelt, Franklin D. Roosevelt and Lyndon B. Johnson—overcame adversity and transcended personal ambition to enlarge the lives of others. In today’s polarized world, these stories of authentic leadership guided by moral purpose, collaboration, compromise, and civility take on a singular urgency.”

Masterful storytelling indeed! Goodwin is a terrific writer, and I was entranced by the stories she tells of these truly great men and their trying times, and I was especially moved by their, “authentic leadership” and their ability to work for the greater good.

These lessons apply to the business world as well—especially if you’re facing major changes in your company or in your life. And who isn’t?

Also, if you’re currently a manager, director or V.P.—or if you’re a rep who aspires to be in a leadership position, then I highly recommend picking this wonderful book and learning from the lives of these truly special leaders.

Leadership In Turbulent Times is a great read!

Quick Announcement: New dates for our next Online Training have just been added to our calendar: Next course starts on Monday, February 24th at 2 p.m. EDT. Check it out here.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated