Sales Confidence’s Post

Sales leadership has been such a big debate especially on LinkedIn. There’s most definitely a rift in how people see the next 3-5 years of leadership. At the end of the day, reps have options, leaders need to be held accountable too, and companies need better cultures. Brands are ripped apart on repvue because a seller or sellers were let go because they were never given a chance to win. They were let go before they were even showed what right looks like. That sucks 👎 There’s a better way to do things. So I wrote a book 📕 A book that explains a lot of what needs to change and not just theoretical. I explained exactly how to do it. 🔐 'Modern Era Sales Leader,' I dive deep into sales management and strategy in today's world. This book is written for current and aspiring sales leaders who are ready to embrace innovation, leverage cutting-edge tools, and understand the psychology of modern sales teams. I've put a lot of my years of experience into actionable strategies that address the unique challenges of 2024’s sales environment 💪 I cover everything from Building high-performance teams Building a culture of accountability How to enhance customer interactions. The book is not just about managing sales teams but transforming to drive unprecedented growth. Leaders will learn how to adapt to the continuous changes in sales, use data for sharper decision-making, and foster resilience and adaptability within their teams. This is a guide for those who refuse to settle for anything less than excellence and are on a mission to redefine sales leadership in their organizations. Whether you're looking to overhaul your current sales approach or fine-tune a well-oiled machine, 'Modern Era Sales Leader' offers the insights you need to lead with confidence and creativity in the modern era. My gift. Use it wisely. I know it’ll help 🔥 🔗

New year tips for sales leaders!

🛑 Sean’s Sales Tip: Beware of Survivorship Bias in Sales 🛑 Did you know that survivorship bias, one of Charlie Munger's favourite Mental Models, was discovered during WWII? 🛩️ Engineers studied bombers that returned from missions, analyzing where they were hit by enemy fire. 🛩️ They planned to reinforce the areas with the most bullet holes. But then they realized something crucial—the planes that didn’t return were likely hit in the spots without damage on the returning planes. 💡The real lesson? Reinforce the areas not hit. 💡 🔍 What is Survivorship Bias? Survivorship bias happens when we focus only on the “survivors” (the successes) and ignore those who didn’t make it. 🚶♂️ This leads to overvaluing winning strategies and overlooking the important lessons from failures. In sales, it’s easy to fall into this trap and think the most visible wins are the blueprint for success. 🏆 💥 How Survivorship Bias Impacts Sales: When we highlight only the top performers or big wins, we can easily draw the wrong conclusions about what drives success. 🔍 The failures—those who didn’t survive—are often invisible, which means we miss key insights that could improve our overall strategy. 👀 📚 Example: Focusing only on Top Performers Let’s say your sales team studies the top sellers, analysing their techniques and approaches. 💼 It’s tempting to believe these are the golden rules for success. 🎯But what about the reps who used the same methods and failed? By ignoring their experiences, you might miss that these strategies only work in specific contexts—like territory, timing, or customer base. 🧩 🎯 Lessons for Sales Leaders: 📚 Analyze Failures: Don’t just focus on what worked—study what didn’t work, too. 🕵️♀️ That’s where some of the best insights come from. 📚Tailor Your Approach: What works for top performers may not work for everyone. Personalise strategies to fit different reps and customer types. 🛠️              📈Avoid survivorship bias—learn from both the successes and the failures, and you’ll build a stronger, more successful team. 🚀 #SalesTips #SalesLeadership #LearningFromFailure #SalesStrategy #GrowthMindset

A proven solution for CEOs and owners of companies under $100MM: Entrepreneurial Operating System (EOS Worldwide) implementors and Sales Xceleration® (SX) Advisors offer a powerful combination. EOS engagements identify Sales "Rocks" but often lack dedicated Sales personnel on the Organizational Chart. Enter SX Advisors, operating Fractionally, as the perfect solution. On the flip side, SX Advisors assist companies with unclear objectives and leadership accountability in achieving revenue growth. EOS facilitates building a clear mission and leadership structure, aligning sales execution and planning. Let's connect to discuss how we can support your company's needs together. [Link to schedule a 30-minute call:](https://lnkd.in/gCNfQP36) CLEAR DIRECTION SALES DEVELOPMENT

our sales strategy isn’t worth the paper it’s written on if it doesn’t deliver results. Too many companies have beautifully crafted sales plans that look great in boardroom presentations but fall apart in the real world. Why? Because there’s a massive gap between strategy and execution. And that’s where Fractional Sales Leadership comes in. Imagine bringing in a sales expert who’s done it all—led top-tier sales teams, crushed quotas, and fixed broken processes—all without the hefty cost of a full-time hire. These leaders don’t waste time; they step in, identify what’s broken, optimise your strategy, coach your team, and implement technology that actually works. It’s not about adding more people or throwing more money at the problem. It’s about having someone who knows how to turn your plan into real, measurable results. 💡 If you’re tired of strategies that sound good but don’t deliver, maybe it’s time to consider Fractional Sales Leadership. It’s the link between dreaming and doing. The difference between hoping and winning. Let’s start linking strategy to outcomes that matter. Read full blog here: https://lnkd.in/e3ri55Ci #FractionalSalesLeadership #SalesStrategy #BusinessGrowth #ResultsDriven #PithSales

Two months in a row, sales of "The Ultimate Sales Managers' Guide" has broken records. SOMETHING is going on. Senior Execs and CEO's are getting closer to Sales, and finding ways to be inspiring, to Enterprise Sales pros. This is crucial to success in 2024. Alice Heiman & I chatted about this just a few days ago. All Alice does is help CEO's get closer to sales. I mentioned how the book is getting attention, and she stated: "You are tapping into a need there. " (sic) What does it take to inspire "seasoned" sales pros? What are the keys to retention in a competitive market? How do Tech Companies distinguish themselves amongst all the latest acronyms, bold claims and future - proofing? It starts with LEADERSHIP of sales pros. Remember: "Motivation Fades. INSPIRATION feeds. Link to the audio (and very lively) version in comments. Now... go do something GREAT today.

Sales Leaders: Walk the Talk Here's Why Sales Leaders MUST Lead by Example Sales leadership is a battlefield, and your team is counting on you to be the strongest, most strategic warrior out there. But can you inspire them to victory if they don't see you in the trenches with them? Here's the reality: talk is cheap. To be a true leader, you've gotta walk the walk. Here are 5 ways to bridge the gap between your words and actions: 1. Dominate the Craft: You preach selling excellence, so become the master of your craft. Hone your skills, learn the latest techniques, and become a resource your team can trust. 2. Be on the Front Lines: Don't be a sideline general. Coach deals, jump on calls, and be there for your team in the thick of the battle. 3. Embrace the Grind: Sales is a grind, and your team needs to see you hustle alongside them. Set the pace with your work ethic, and let your never-say-die attitude be contagious. 4. Celebrate Wins (Big & Small): Recognition fuels motivation. Celebrate every win, big or small, to keep your team's fire burning bright. 5. Lead with Transparency: Be honest and upfront with your team. Share your struggles, setbacks, and even the occasional losses. Let them see how you bounce back and learn from them. Remember, your team is a reflection of your leadership. Are you ready to walk the walk and become the leader they deserve? "Sales are contingent on the confidence of the salesperson. The more confidence you have, the more easily you will persuade." - Zig Ziglar Let's get to work! Are you ready to take your leadership to the next level and become the role model your sales team craves? Share your comments below!

Sales Leaders who constantly adjust sales comp plans are playing a dangerous game. One that destroys loyalty, kills morale, and ultimately drives top talent out the door. When I first started in sales, I worked for a company that changed our comp plan 3x times in a single year. We’d set targets, build momentum, and just when we thought we had clarity, leadership would change the game. The result? Pure confusion. The goalposts kept moving, and no one could say what success even looked like. Here’s the brutal truth: Constantly shifting incentives don’t motivate teams — they burn them out. They create distrust, kill morale, and make reps feel like they’re playing a game they can't win. If leadership wants loyalty and performance, they need to give salespeople stability and a clear path to hit their goals. ✌ p.s. let me know if you've seen this first hand.

The 'boring stuff' is what most sales leaders should focus on. But most have this backward. I bring this up after a conversation I had with a rep yesterday. They were down, and I knew it. Me: "I feel like I am talking to a different person than I did 2 weeks ago" Rep- "Nothing exciting has happened lately." ME- "What do you define as exciting." Rep- "Closing a big deal or talking to a cool company." In two weeks, they went from riding high to the gutter—the roller coaster of being a rep. I blame leadership because the result is what they focus on. What leadership focuses on reps follow. But it is the boring stuff that matters. Are reps getting better at: - Industry knowledge - Messaging/ New Meetings - Discovery- Finding real problems - Product Demo - Advancing Pipeline What you focus on, your people will focus on. You need to make sure you are focusing on the right things. The biggest one? Are your reps getting better or worse, and how do you both know? When reps get better, they gain momentum. Momentum leads to confidence and more deals. You need more ways than closing deals to create it. Be careful what you focus on- because everyone else will follow. It works both ways.

It’s December 11th. Sales Leaders, where are you today? As we approach the close of 2024, many of us in sales, recruiting, and leadership feel the pressure to deliver. It’s not just about finishing Q4 strong—it’s about setting the foundation for a transformative 2025. I recently revisited Ron Carr’s The Velocity Mindset, and it hit me: this isn’t about speed for the sake of speed. It’s about creating momentum that leads to meaningful outcomes. So, let me ask:   •     Is your team laser-focused on what truly matters, or are they spinning their wheels?   •     Are you empowering your team to think beyond daily tasks and into bigger possibilities for Q1 and Q2?   •     And what are YOU doing today to lead with clarity, purpose, and action? Here’s what I took from The Velocity Mindset—and how it speaks to where we, as a community of leaders, stand today: 1. Define the Destination It’s not enough to set goals; you need a clear vision of the destination. Too often, sales and recruiting teams chase activity over outcomes. Take today to revisit your 2025 strategy. What does success look like for your team in January? By March? By the end of June? 2. Empower Your Team with Intentional Action Your people don’t need micromanaging; they need tools, guidance, and ownership. Align their tasks with the bigger vision, and then step back to let them lead. A team that feels trusted moves faster—and with purpose. 3. Remove Obstacles to Progress We’re all busy, but are we productive? Be relentless in cutting out inefficiencies that slow your team down—whether it’s outdated processes, unnecessary admin work, or client relationships that drain energy without returns. Free your team to focus on high-value opportunities. 4. Commit to Constant Improvement Here’s the tough one: Are you leading by example? Leadership isn’t static. Today, take a moment to evaluate your own habits. How are you modeling focus, intention, and velocity for your team? Execution Starts NOW!   •     For Q1: Set the tone. Schedule 1-on-1s to align individual goals with team objectives. Get everyone crystal clear on what success looks like for them.   •     For Q2: Plan ahead for opportunities to scale. Start identifying where your team can expand, grow, or double down on proven strategies.   •     For Today: Share your vision. Pull your team together and remind them what they’re working toward and why. Don’t wait until January to inspire action—you’ve got the opportunity right now to set the foundation for next year. As Carr writes, “Velocity is not about doing more; it’s about doing what matters most.” Let’s lead with that mindset. To my recruiting and sales community: what are YOU doing today to help your team enter 2025 prepared, motivated, and aligned? #CyberCoders #CCSalesEnablement