Billy Bob Brigmon’s Post

Are you a leader who wants a high-performing team? Are you challenging yourself to create and build one? How do you make it happen? Here are three #leadership #tipsoftheweek for thriving organizations... 1️⃣ Create Role Clarity: Start by defining the salesperson's role. Is it about keeping existing customers, acquiring new ones, recapturing lost ones, or expanding business within current accounts? A clear job description sets expectations for both you and your sales professionals. 2️⃣ Identify High Performers: Recognize your top performers based on your role definition. Who would you want to keep, replicate, or have as a role model? Consider cultural fit too. Look for common traits among these high achievers and create a talent profile. Identify attitudes, skills, experiences, and competencies you aim to hire, develop, and promote. 3️⃣ Define Metrics and Behaviors: Break it down to numbers. Identify the specific behaviors that lead to success in the role and the metrics connected to these behaviors. Focus on leading indicators, not just lagging metrics like closed sales. Make these behaviors part of the salesperson's playbook and coaching sessions. Regularly measure and re-assess to ensure relevance. As the leader, it's your job to connect all these dots, from setting profiles and standards to developing, hiring, and coaching your team. By following these steps, you'll build and support a high-performance sales team that creates lasting competitive advantage for your organization. 🌟 #SalesLeadership #HighPerformanceTeam #SuccessStrategie

Leadership lesson. To many people in management positions are super smart but lack the all important other skills to actually be a true leader. What do I mean? Well they are amazing at spreadsheets, metrics, going to sr meetings and whiteboarding. But they lack the ability to communicate to their teams, they lack the ability to inspire, they don’t challenge the status quo, they don’t show humility or make others around them laugh, they don’t take ownership in career pathing. I could keep going but these paint the picture. So what to do? Well if you align to this description it’s not to late. Invest in these other traits. You can literally start today. Just try and things will change. Pick up the phone and call someone or walk over to their desks and just say hello. Engage. If you are someone who has someone like this on your team, get them changing or get them out. They are slowly killing your teams morale and it is defintely affecting your numbers, morale, productivity. If you want to talk through this drop me a line. Always glad to help offer some feedback and outside perspective. Oh - and don’t get me started on sales management getting lower quotas then their sales teams. It’s a horrible practice and misaligns everyone. And there are companies that still do this - ughhh! #msp

🌟 Sales Leadership: Developing High-Performing Teams 🌟 Building a top-performing sales team is no small feat. As sales leaders, it’s our responsibility not just to hit numbers, but to nurture talent, inspire growth, and foster a culture of success. Here are a few best practices I’ve found essential for creating winning teams: Motivating and Retaining Top Talent In sales, motivation is everything. Top performers thrive in environments where they feel recognized, challenged, and rewarded. Celebrate wins—both big and small—and provide opportunities for career advancement to retain your best talent. Regular feedback and recognition are powerful motivators that keep the team engaged. Creating a Culture of Accountability and Ownership Great sales teams take ownership of their work. Encourage a culture where individuals feel responsible for their targets and for supporting their teammates. Open communication and transparent performance metrics foster accountability, ensuring everyone is aligned and driven towards shared goals. Emotional Intelligence in Sales Leadership The best sales leaders lead with emotional intelligence. Understanding what drives your team, recognizing their stressors, and empathizing with their challenges helps you connect on a deeper level. When leaders show they care, they build trust—and trust is the foundation of high-performing teams. Mentorship and Coaching The strongest teams are built on mentorship and coaching. It’s not enough to manage quotas—you need to invest in developing your team’s skills. Regular 1:1 coaching sessions, providing constructive feedback, and sharing your own experiences are all ways to help your team grow, both personally and professionally. A high-performing sales team isn’t built overnight, but with the right leadership, culture, and investment in people, you can create a winning team that not only delivers results but continues to thrive. How do you motivate and develop your sales teams? Let’s exchange ideas below! 👇 #SalesLeadership #TeamDevelopment #SalesMotivation #Accountability #EmotionalIntelligence #Mentorship #Coaching #Leadership

🌟 𝐔𝐧𝐥𝐨𝐜𝐤𝐢𝐧𝐠 𝐭𝐡𝐞 𝐒𝐞𝐜𝐫𝐞𝐭𝐬 𝐭𝐨 𝐁𝐞𝐢𝐧𝐠 𝐚 𝐆𝐫𝐞𝐚𝐭 𝐒𝐚𝐥𝐞𝐬 𝐌𝐚𝐧𝐚𝐠𝐞𝐫 Behind every successful sales team is a great sales manager who not only inspires but leads by example. What sets these leaders apart? Let’s dive into the key traits that define a stellar sales manager: 1. Empathy: Understanding the individual needs of team members is crucial for fostering a supportive environment that drives success. 2. Strategic Vision: Great sales managers see the bigger picture and set realistic, yet ambitious, goals that align with company objectives. 3. Communication Skills: Clear, effective communication ensures that the team understands expectations and remains motivated. 4. Adaptability: The best managers pivot quickly in response to market changes and adjust strategies to maintain team performance. 5. Coaching Ability: Continuously investing in the development of their team, providing feedback, and guiding them to improve their skills. Studies show that teams led by managers who excel in these areas often achieve higher sales targets and report greater job satisfaction. 💬 What do you think makes a great sales manager? Share your insights in the comments! ------------------------------------ Reach out to explore how we can elevate your sales leadership or find the perfect managerial talent for your business. #SalesLeadership #TeamManagement #SalesCoaching #BusinessStrategy #SalesSuccess

🌟 Building High-Performing Teams: Who really knows how to do this? 🌟 As a sales leader with 25 years of experience, I’ve witnessed firsthand the transformative power of a high-performing team. But what truly sets these teams apart? It’s not just about hiring the best talent (and if you are hiring, let me know); it’s about creating an environment where each team member feels empowered to succeed and thrive. 1. Support: Every individual needs to know they have the backing of their leadership. Regular check-ins, open communication, and genuine interest in their well-being can make all the difference. 2. Psychological Safety: Teams thrive when they feel safe to express their ideas, take risks, and admit mistakes without fear of judgment. This culture of safety encourages innovation and resilience. 3. Accountability: While support and safety are crucial, so is holding each other accountable. Clear goals, transparent metrics, and consistent feedback ensure that everyone is aligned and moving towards the same objective. Creating this environment isn’t a one-time effort but a continuous journey of listening, adapting, and leading by example. It’s about fostering a culture where each member feels valued and motivated to contribute their best. Let’s strive to build teams that not only achieve their targets but also grow, innovate, and inspire. #Leadership #TeamBuilding #SalesExcellence #ThoughtLeadership #HighPerformingTeams #opentogreatopportunities

Reality Check on Sales Leadership for SMBs. Small sales teams with 3 or 4 Salespeople don't need a full-time Sales Manager. Paying someone to work 40 hours a week is extreme overkill when 10-15 hours would suffice. This is where a Fractional Sales Leader comes in. By providing part-time leadership, we offer the expertise and guidance necessary to drive sales growth without the full-time cost. We can help set strategies, guide the Team, and implement processes that align with your goals. Fractional Sales Leaders are a perfect fit for businesses looking to optimize their sales operations without committing to a full-time salary. It's an efficient and cost-effective way to gain high-level sales expertise and leadership. Curious to learn more? Feel free to reach out anytime. #smallbusiness #leadershipdevelopment #leadership https://pm-group.ca/

Going from Sales Rep to Leader? Making the leap from being a top-performing sales rep to leading a team is a huge career milestone, but it comes with its own set of challenges. Here are 3 things to keep in mind as you take on this exciting new role: 1️⃣ Shift from Closer to Coach As a leader, your role isn’t about closing every deal yourself—it’s about empowering your team to do it. Teach them the principles, define success, and guide them to develop their own strategies. 2️⃣ Define What Really Matters Don’t expect every rep to behave exactly as you did. Focus on key metrics like pipeline generation, progression, and quota attainment. Give your team room to succeed in their own way, within the framework that works. 3️⃣ Own the Recruiting Process Spend at least 10% of your time each week focused on hiring the right people. Just like prospecting for leads, finding the right talent is crucial to building a successful, high-performing team. Leadership is about development, not micromanagement. Make sure you're setting up your team for long-term success. I detail this a bit more in the latest blog post on DataBased's website: https://lnkd.in/gYt3pAkg #Leadership #SalesLeadership #CareerTransition #Coaching #SalesTeam #TalentRecruitment #Success

As a sales leader, it's crucial to balance working in the business with working on the business. When teams lack specific direction, effectiveness may suffer. In-the-field reps can struggle due to skill gaps and outdated behaviors, leading to stagnant progress. Monthly ride-alongs can sometimes devolve into surface-level interactions, leaving both Sales Managers and Territory Reps uncomfortable. Providing constructive feedback becomes challenging in such situations. Engaging a neutral third party can be transformative, offering unbiased insights focused solely on enhancing effectiveness. Imagine the same individual, with all their core traits, operating more effectively. If your organization resonates with these challenges, let's connect. I'm open to new clients seeking fractional sales leadership and personalized field-based training.

I've found the one mistake most organizations make when promoting leaders. They hire or promote them for what they have done in the past, not for what they can do in the future. This was from my insightful read with an article from Harvard Business Review. And apparently - this is the quickest ticket to creating incompetent leaders. When you see a high-performing employee with great skills, who knows the technical stuff, and has high abilities - you would immediately think they're eligible for a managerial position. But no. Harvard's study of over 200 firms revealed that a salesperson's performance is not relevant to a sales manager's performance. So if you promote a high-performing salesperson to a leading role, you would risk yourself losing a high-performing candidate and gaining a low-performing leader. That's because performance was the only metric for hiring leaders. Most people forget potential. So what resonated with me the most was to ask this question: is that person a high-performing contributor or an effective leader? Evaluate wisely, because these two roles produce different outcomes - and they require different abilities. A good software developer or great athlete might have exceptional talent, but that doesn't mean they have the character traits needed to adapt, thrive, and lead a group of people. When hiring a leader, look at their potential, not just their performance. Need help with hiring? Let's chat! Mason & Co #talentsearch #Leadership #HR #HumanResources #Management #Entrepreneurship #Executive

Let’s talk about one of the toughest calls we have to make as sales leaders—𝗹𝗲𝘁𝘁𝗶𝗻𝗴 𝘂𝗻𝗱𝗲𝗿𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗲𝗿𝘀 𝗴𝗼. It’s never fun, but sometimes it’s the best move for the team, the company, and even the individual who’s struggling. Waiting too long only holds everyone back. But before it gets to that point, consider a couple of options: • A 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗶𝗺𝗽𝗿𝗼𝘃𝗲𝗺𝗲𝗻𝘁 𝗽𝗿𝗼𝗴𝗿𝗮𝗺 can set clear expectations and help guide them back on track. Want a template? I’ve got one—reach out to me!   • Try switching to 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻-𝗼𝗻𝗹𝘆 𝗽𝗮𝘆. It’s bold, but it pushes them to either step up or seek other opportunities, solving the issue faster. At the end of the day, our role is to build a team of A-players and help those B-players improve. The sooner you act, the sooner you can refocus on driving success! #SalesLeadership #TeamSuccess #PerformanceManagement #BuildGreatTeams