Expert Interview Series: Mike Brooks of Mr. Inside Sales on Improving Sales Performance

Tell us about your leadership philosophy?

Lead by example has always been my guiding philosophy. If you want your team to arrive early and stay late, then you’d better be doing the same thing. If you want your team to follow a sales script, then you’d better lead the way. In fact, if you want your sales team to sell using a defined sales process, then pick up the phone and demonstrate how to do that.

People will always follow what they see. A great coach once said to his players: “I don’t hear what you say – I hear what you do.”

What leaders have taught you the most important lesson/lessons so far in your career?

My first sales manager, my brother Peter Brooks, taught me some of the most important lessons in sales, such as: Listen and Think B-4 Responding. He taught me to use my MUTE button so I didn’t talk over others. He taught me to treat others just as they are – as people.

My next mentor, Stan Billue, taught me to put in the time to be the best. To always do what others were not willing to do so I could enjoy the things that others would not be able to enjoy because they weren’t willing to work for it.

Finally, Bob Mowad, of The Edge Learning Institute, taught me to visualize the end result of what I wanted in any situation. He taught me the power of imagination and of the law of attraction. And it works!

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