Leadership Mistake: Thinking you have/need all the answers.
The Truth: Leading is helping people see what they’re capable of, giving them room to do it and holding them to their new level of greatness.

If you want better performance, stop playing the game and start coaching the players. High-performing teams don’t happen by accident. They’re built person to person, conversation by conversation.

When you lead well, you’re not just improving the numbers, you’re developing people. The best sales leaders do this by seeking to understand, listening closely, and knowing when to push and when to pause. Great leadership is seen in your team’s performance and behavior when you’re not present.

Here’s some tips to get there:
1. Start each one-on-one with some questions: “What’s working?” and “Where are you stuck?” “How can I help?” Let the rep speak first. Your job is to guide, not dominate.
2. Document two development goals for every rep: one short-term skill or knowledge gap, one long-term growth opportunity. Revisit them regularly.
3. Reinforce what’s working. Catch people doing things right. People remember positive feedback that’s specific and timely. Secret: it doesn’t just have to be the big stuff you recognize.

Leadership Lesson:
Great sales leaders don’t just drive results; they develop people. Great coaching is turning potential into performance.

Follow for more leadership insight or let’s connect as I am always happy to talk leadership.