As a sales leader, are you taking the time to find out what that is and coaching to it?In my conversation with Adam Clark, we discuss servant leadership, sales coaching, culture and how law enforcement helped shape his sales career.He draws a parallel between the two “you are selling to people in difficult situations, come in with a plan and get a curve ball and have to switch gears on the fly. Have great empathy, you need to get look at what they have going on and pivot, rely on training is critical”.9:44 How to connect in a different way. Have a plan, but part of that plan should be to listen to hear what they are saying and not with the intent to respond.11:15 Sales reps have to admit when they are “phoning it in” and not putting in the work, no room for winging in, our clients are less tolerant11: Those getting it right and understand how to connect, be authentic, take time for training, do research they are the ones making president club, that group is still small. 14:08 leadership job is to facilitate for the people you are leading, develop them, coach, train them. They all have different needs; training & Development is key. First step is to remove ego and realize maybe you don’t have all the answers, don’t be afraid to ask for resources to bring people in to upskill and level up your team, you can facilitate that. Step outside go get an expert16: 12 vulnerability, the need for authentic connection in a leadership role is critical.,17:20 Understanding their personal goals is critical to developing the personal connection with them. Understand the motivations of this person, the steps you have to change in asking them to do something different, it will become much easier, you will be looking through the same lens.19:20 people want to matter more, be part of the bigger picture, they will become apathetic at some point. As a leader you need to make sure they are part of this mission and more than just the numbers you are putting up.21:28 Leading with purpose, Know your why? Invite your team to look at their bigger purpose, beyond the pay cheque.24: Coach to the individual not to the team,25:12 Vulnerability, ownership and accountability goes hand in hand.26:17 What is leadership role in defining culture of an organization?26:22  top level down on culture, intentionally developed and maintained, you have to make decisions what it should look like.Measuring your risks, have self-awareness, self-reflection to facilitate behaviour change. Risk if I don’t do this and what is risk if I do? Measure both sides of the coin.34:07 self-awareness in developing strong leaders, leadership is a reflection of other leadership experiences we’ve had. We’ve picked up certain things whether we know it or not, we have all been led at some point.36:10 Ask for feedback, invite a colleague, mentor to support you on your path towards change.40:35 sales coaching, what is the current landscape?If you are not connecting and coaching in an effective way you are just managing activity, it may accomplish some goals, it will create more problems & contribute to burn out.48:55 Use tools technology for activities, you don’t need your manager to be this task rabbit, we have the tools to do this, outreach.50:52 In leadership your job is toFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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