Scout Brisson’s Post

In your career there will probably be 1-2 people that shape it. They’ll play a big part to inspire you, teach you, direct you, or open your eyes to your own potential. I caught up with a sales leader yesterday and she was talking about this impact in her career. And why that’s how she looks as her role as a manager and leader. And this is why we believe that the sales leader should be the biggest factor in your decision to join a sales team. The best sales leaders will elevate your career. I’ve seen it happen so many times. I was fortunate enough that it happened to me. #salesleader #yourcareer #newsalesrole

Early in my sales leadership career, I had completed a field ride with a rep and on my way to the airport called a counterpart to debrief on the time together. I shared that I was so surprised to see and hear some of the words and interactions over the past few days and while candor is a strength, I also recognize being a good leader is adjusting communication styles to the team based on how people best receive feedback. I didn’t want to bombard the rep with the list of things I saw as this can break trust and be off-putting but we had work to do and I needed help triaging where to start. When I came up for air. My counterpart simply said, “do you have kids? “ “I do” “How old?” My daughter was 1 at the time. He shared this and it has stuck with me. Leadership is like parenting. When it becomes catastrophic, it is important to step in, but it’s also your job to let them make mistakes. Fall off their bikes, break things, scuff up their knees and then walk them through how to do things differently for a better result. The urge to cut off a rep or hop in is in any strong sales leader's blood. They’ve been in the seat before and see and likely have more experience, however there is a difference between a closer and a leader. Consider this in yourself if you are running your sales team or test this if you are hiring for a sales leadership position. Do you want a sales leader to grow a team of rockstars or a sales leader who inserts into every deal and swoops in for the close? There is a difference, just know what you want and need. #sales #salesleader

So now you’re a manager. Most sales leaders are promoted because they were good at their jobs. However, there’s a world of difference between doing the job, and being in charge of the people doing the job. This is one of Simon Sinek’s core philosophies. In short, your role moves from being responsible for driving the numbers, to being responsible for building an environment where your team is put into the best position possible for them to do their jobs which is hitting the numbers. If you can answer yes to all these questions you will be on your way to being a respected leader, and not just a person with a title. *Are you providing an environment where people feel safe, trusted, and respected? *Are you giving all the credit to the team when things go well? *Are you taking full responsibility when things go poorly? *Does each member of your team feel like you place THEIR best interests first always? *Do you always do the right thing (have integrity) even if the impact may be detrimental to you? How did you handle your first promotion into the managerial ranks? I’d love to hear from you. #salesgeek #geeklife

Is your sales director too busy to actually direct? I was catching up with a former client yesterday, and he was frustrated by his team's stagnant performance. Despite his belief that his director of sales was fantastic, the team wasn't growing – either individually or in market share. His reason for thinking the director was great? They were always busy, working late and weekends, talking to customers and the team. I had to push back on this. A properly trained and motivated team shouldn't need constant handholding from the director. That kind of workload points to a lack of empowerment within the sales team. A sales director should have time for the things that actually drive long-term growth: finding new opportunities, strategizing, and refining processes. They shouldn't be caught in the weeds of everyday client interactions. So, if your sales director seems like a hero for being overworked, it might be time to reevaluate. #salesleadership #salestraining #growthmindset Let me know if you'd like me to refine it further! I think this is a topic that will resonate with many sales leaders.

Although I wrote this about sales, I strongly believe this applies to managers of all types in all departments.

In sales, if you don’t want your boss’ job, they’re probably not very good at it. If you are a leader, you should stop and analyze whether or not you think those that role up to you would want to backfill you if you left. If they wouldn’t, you need to ask yourself what you need to do to change that. Reps and managers who aspire to higher roles and development are typically more productive in their current role if they get a glimpse into a future they would want while in their current role.

I used to fear selling. I barely made it to my 1st month in sales. When I first started a sales job, asking for an order made me cringe. I gave myself a month. Then 3 months. 6 months. I told myself that if I lasted one year in sales that would be a major milestone. 🔷🔷🔷 But here I am today, more than 30 years and several sales frontline and leadership roles later teaching people how to be better. At Sales. I owe a lot to my nurturing bosses and mentors for who I am today. Its been a year since I moved from a corporate to a training and consulting career to make a living. And the best part is I get to pay it forward at the same time. 🔷🔷🔷 I feared selling. But I loved competing, and challenges that reward you for a job well done. Add a dash of curiosity in understanding what makes a person click: what their hopes, needs, wants, and motivations are. The powerful combination of these two was my secret mix. Still is. 🔷🔷🔷 If you have a bit of time and on the lookout for a possible resource on sales and leadership, you might find a quick visit to iansantosconsultancy.com worth it . 🔷🔷🔷 #Sales #Leadership #Training #Consulting IMS Learning & Consulting Institute of Sales ctto: Daniel Disney

Building a Stronger Sales Division Finding the right leader for a sales team can be a game-changer. We were searching for a new Sales Director who could bring fresh energy and strategic insight to our sales division. Enter David, who not only has a stellar track record but also a knack for motivating teams and driving growth. David's first quarter with our client has already seen a significant uptick in sales and team morale. His leadership is inspiring, and we are excited about the future with him at the company. Welcome aboard, David! Your interaction means a lot to us! Do you know a game-changing Sales Director like David? Or perhaps you've been part of a team that saw a boost with fresh leadership? Share your stories in the comments, hit the like button if you've enjoyed this post, or follow us for more success stories. #TeamGrowth #SalesSuccess

I terminated my #1 sales rep. 🤢 When I say she was #1, I don’t mean she led the team in sales occasionally. I mean, this woman’s sales so far exceeded the rest of the team; her sales were easily 2x the second-place rep. So, what happened? This person was one of the most toxic and demotivating people I ever met. Her arrogance knew no limits, and her pettiness and meanness overshadowed any kind thing she may have been capable of doing. However, because she was such a high performer, I took my decision to the board to get their support. Their advice was this… “you can let her go, but remember, your goals are not changing. We still expect you to hit your budget.” (Sounds like a board, right?!) So that’s what I did. And you know what happened? That’s right…. the rest of the team’s performance increased drastically. Not only did we hit budget that year, but we exceeded it. 🤑 Toxic people do more damage to your team than you realize. At the risk of overstating the obvious, a positive culture is the difference between good and great among your sales team. #leadership #salesteam #bekind

Question for sales managers…. When was the last time you said to someone on your team “I believe in you” Did you mean it? And if you said but but didn’t really mean it…or if you don’t believe in them then have you actually tackled the issue? Or are you putting off having a difficult conversation? As a manager one of your primary jobs is to hold a really high bar of excellence for your team - and then coach them to get there And if you don’t think you have someone in your team who can or wants to rise to that bar, then you need to address it quickly and decisively Leading people is a privilege and big responsibility. The way you carry yourself as they manager can have a profound effect on someone’s life for years to come, and someone they remember fondly long after they’ve left that job Be that person! #salesleadership #salesmanagement #salesenablement #salescoaching