High-Performance Sales Teams: Discipline

March 3rd, 2009

I enjoy cooking, and in that spirit, we’ll build these next three blogs as my secret recipe for creating a wonderful and satisfying entree.

Last time, I listed three ingredients for success: 

Discipline: Orderly or prescribed conduct or pattern of behavior. 

Accountability: Obligation to give a reckoning or explanation for one’s actions. 

Control: A standard of comparison for checking the results of an experiment or process. 

This time, let’s review Discipline. This relates to self-discipline for the manager as well as organizational discipline. To use an old phase, “It’s great when the trains run on time” is the prescriptive analogy for what I am suggesting. A well-run sales organization knows that meetings start on time, are well organized, information that is expected is delivered on time — no excuses, training is completed and all sales processes work! 

When we interview top performers who leave organizations, their reasons for leaving are seldom earnings; it’s the organizations sloppiness; frustrations that “nothing” works easily and lack of professionalism. Building discipline is an every day focus. 

Our recommendation of the quarter was that in tough times, sales execution/training needs increased levels of focus. Twice a year, your entire team should read a new sales book. Our recommendation: Selling to Big Companies, by Jill Konrath (2005, Kaplan Business). Also check out http://www.sellingtobigcompanies.blogs.com/, a great site to find information and order your copy.

This entry was posted on Tuesday, March 3rd, 2009 at 3:21 pm and is filed under sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Systems, Sales Management Training. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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