Tag Archives for " Leadership "

Leadership, Accountability, Trust, The Sales Evangelist

TSE 1151: Respected Leadership Traits

Leadership, Accountability, Trust, The Sales EvangelistEvery person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether you’re a seller, a sales leader, or someone who isn’t even involved in sales, you’ll likely find yourself responsible for guiding people and helping them succeed. 

Luis Weger works with a startup focused on changing the medical construction industry and serves as an offer in the Army Reserves. He recently launched a company called “Self: Reinvented” designed to help others discover their purpose and passion and enhance their resiliency.

He believes that anyone can develop their leadership skills, even those who seem to be natural-born leaders. 


He developed a phrase to help people remember the important aspects of leadership. Leaders must remember 2 ACT. Each letter in the acronym represents two concepts. 

A = Aware and Accountable

C = Competent and Confident

T = Trusting and Trustworthy. 

From his experience leading people, training people, and working with clients, leaders must have these six attributes in order to lead well. It’s especially true in the sales profession. 

Aware and Accountable

Every military leader learns situational awareness because it’s vital in foreign countries. You cannot operate in enemy territory without knowing what’s going on around you. 

In business, this refers to knowing what’s going on around you. It also refers to emotional awareness. 

  • Are you in tune with the people around you? 
  • Do you know what’s happening within the company you represent?
  • Do you understand what your client needs? 
  • Are you tracking changes in the industry you’re in?

Industries change constantly, from rules and regulations to policies and procedures. You must stay aware of the changes that are taking place. 

Leaders who live under a rock won’t be leaders very long. You cannot ignore the realities in which you operate because if no one’s following you, you aren’t truly a leader. 

Luis was recently invited to change military units, and he discovered just prior to the transition that there was only one other officer in the unit. That meant that he and the commander were responsible for all 50 soldiers. No one told him that ahead of time, but because he was aware, he picked up on the situation and made an informed decision.

Accountability is also vitally important in the sales industry. 

Being a sales leader means taking accountability for the performance of your team. Don’t pass the blame. Share the credit wherever you can and take ownership of mistakes. 

Leaders guide and protect their team members. They sit down behind-the-scenes with their team members and acknowledge the things that went wrong. Then they help them correct those problems. 

Competence and Confidence

Luis points to the book The Speed of Trust by Stephen M.R. Covey as one of his favorites. When you’re in the sales profession, your clients look to you as an expert. You represent the perfect solution to your client’s problem.

If you have ever sat across the table from a person who doesn’t truly understand the industry he is selling in, you recognize the importance of competence. No one expects you to be an expert in everything. In fact, companies recruit fresh blood all the time. It’s one thing to bring a new perspective in the form of someone who is learning and quite another thing to recruit someone who is incompetent. 

In the military, lieutenants who come right out of college outrank noncommissioned officers who have been in the military for 20 years. They don’t really know much about the military because they are fresh out of school. How do you lead people who have 20 years more experience than you do? 

You don’t have the same knowledge and skills they do, so how do you reflect competence? You reflect a desire to become competent. Like CEOs, you don’t have to be the smartest person in the room; you simply surround yourself with smart people. 

Build a network. Demonstrate humility. Show people around you that you aren’t the greatest but that you’re seeking help to get better. 

Then demonstrate that you’re comfortable leading. Luis knows leaders who are in charge by title but they don’t want to be there. Confidence doesn’t mean feeling 100 percent all the time. It simply demands that you have the right frame of mind. 

So what

Luis developed a technique he calls “so what?” 

  • “So what if I mess up on my speech?”
  • “So what if I say something unplanned on The Sales Evangelist?”
  • “So what if I don’t close this sale today?” 
  • “So what if someone sees me make a mistake today?”

The point isn’t to minimize consequences. We’re reminding ourselves that it’s ok to be human and to be imperfect. When you get beyond the discomfort that comes from the fear of failure, that’s true confidence. It’s about managing fear and putting fear in its proper perspective. People will be more attracted to you because they’ll see you as a real person. 

Trusting and Trustworthy

Luis recalls hearing a CEO talk about the need to be trusting and trustworthy. You must trust in the skills and training of those who lead as well as those you are leading. If you try to micromanage everyone around you, you’ll burn out. 

Ask yourself whether those people have developed the skills, knowledge, and training to allow you to trust them. You don’t have to trust them right out of the gate because you don’t know what they’re bringing to the table. So what do you have to do to get to the point where you can trust them? Invest in them. Make sure they are trained, led, and managed in a healthy way. If you find that you can’t trust them, ask yourself why. What is it about that person that makes it difficult to trust him? 

Fix the issue if you can. If you can’t, you may have to consider how to move forward.

Perhaps more importantly, be trustworthy. Be a man or woman of your word. Even the smallest failures to do what you said you’d do cause your trustworthiness to be depleted. 

Lack of trust undermines any other attribute you bring to the table. 

Who’s following

If no one is following you as a leader, consider whether you’re truly leading. You may hold the title of leader, but are people willing to follow you into battle. 

As a sales professional, you’re a mentor and trainer and you have capabilities and competencies, but are people willing to follow your advice? Will they do what you ask? 

Be humble and be human. Move beyond the perfect image. Everyone brings something to the table, and you can learn from everyone around you. 

“Respected Leadership Traits” episode resources

You can connect with Luis at selfreinvented.com. He enjoys helping people succeed and sharing his own leadership experiences. 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program or free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. 

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

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Andrei Mincov, Great Sales Leader, Donald Kelly

TSE 1044: Sales From The Street: “Being A Great Leader”

Andrei Mincov, Great Sales Leader, Donald KellyIt’s impossible to overstate the importance of being a great leader when you’re working to build a team or an organization into something that will change the world and make things better for people.

Today’s guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work.


As you grow your team, as you grow your business, as you grow your dream, as you grow your vision, there comes a time when the leader can’t come up with all the ideas.

In order for the organization to grow, leaders need team members who help generate ideas and who provide initiative to improve things.

You’ll likely have some team members who simply have marching orders or tasks. Others will be responsible to help you move the organization forward.

Those team members will have to have vision. They’ll operate from your inspiration.


Finding those visionary team members is different than hiring task-based team members.

Andrei uses small, unique tasks to help make hiring decisions simpler. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate’s attention to detail.

He might also ask the candidate to build a video or a graphics project.

This process helps him narrow the field because not every candidate is willing to jump through the required hoops to get the job. It also helps him determine who actually has the necessary skill set to accomplish the work.

Without poring over countless resumes and applications he can narrow the field to the best candidates.

If candidates aren’t excited enough in the beginning to show you what they can do for you, how excited will they be after they are hired?


Leaders must have a compelling vision in order to grow a company. They should also likely have a track record of successfully accomplishing goals.

Conveying thoughts and messages won’t be enough to lead well. Leadership demands action and results.

People will follow leaders who have vision and a successful track record. The better your business and the better your track record, the more likely you are to attract great people to surround you.

Andrei shared that animals in the zoo don’t care about ticket sales. They care about food and comfort and safety.

Your team members are similar in that they care about basic things like provision and comfort. While you probably want them to have full ownership in your business, they likely never will.

Your role is to provide enough vision for them to recognize that aligning themselves with your goal will benefit them personally.


Smaller companies often fail to see that they are capable of building something that matters. They may have a really cool team or a really cool business and they assume it’s a fluke. They don’t take themselves seriously enough to worry about protecting their businesses.

What steps would you take to protect yourself and your business if you knew that you would definitely succeed?

This issue boils down to leadership, because if you don’t have a vision of growing your company into something substantial, you’ll miss an opportunity.

Great leaders like Steve Jobs and Jeff Bezos know that they are building something that can change the world. They are building something that will help a bunch of people do a bunch of great stuff.

When you have a vision toward the path to greatness, people will follow you. Do something that people will remember years from now.

“Being A Great Leader” episode resources

You can connect with Andrei and his team trademarkfactory.com. If you have a brand you’re interested in protecting, you can schedule a free call with the team to determine the next steps in your process.

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This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Don Barden, The Sales Evangelist, Sales Podcast, Business Leader

TSE 911: The Secret Formula Of The “Elite 1%” Of Business Leaders

What allows some teams to achieve consistent success? Why are some leaders able to convince their team members to consistently follow? What is the secret formula that allows the elite 1% of leaders to achieve greatness?

Today on The Sales Evangelist, Don Barden shares the secret formula that allows leaders to achieve repeatable success, and why leaders should always be training. He’ll address the mistakes that leaders make and how to overcome them.

Don spent his “formative years,” about 25 of them, working on Wall Street, growing from very small deals to billion-dollar-plus international deals. He describes himself as one of many good guys that you never hear about on Wall Street.

Warp speed

Don calls these unique times, and he says he’s a huge fan of millennials. Unlike people who view the generation negatively, he says they are the first generation in the history of mankind to never know a limit.

They’ve always had Google, cell phones, and YouTube, and there are no limits to what’s happening in the world right now.

We’ve shifted the way we think, and that change has created a tremendous need for leaders who can guide us through this incredible time. We’re moving at exponential light speed (warp speed if you’re a Star Trek fan) and things can get out of control without strong leadership.

Because of the state of humanity right now, we need a combination of young leaders, mature leaders with decades of knowledge, and emerging leaders to guide us through the shift.

Becoming elite

Don was part of a 5-year doctoral study that considered leadership using science and proof points. They considered economic, scientific, and behavioral considerations.

They discovered that elite leadership can be traced to a mindset of leading with your heart first. Elite leaders spent every day serving other people by opening up their hearts.

Our word “servant” derives from the Latin word which means “hero.” If you were the type of leader who served other people, you were truly a hero. In Greek, it meant that you professed your love of serving people.

These leaders prioritize serving people, and they have a skill or a craft that they have honed over many years. The net result is that when they lead with their hearts, their businesses do well, and their people willingly follow them because they want to be around that mindset.

Learning leadership

Millennials who find themselves looking to learn about elite leadership should begin by looking to people who are older than them who have been leaders before.

Secondly, millennials are the most giving, caring, and generous generation we’ve seen in a long time. They want to give back socially, personally, and professionally for all the right reasons.

They want to give back and serve, so if you can help them be good, and if you can help them get there faster than they would on their own, you’ve got the ingredients for what leadership is all about.

For young leaders, just raise your hand and ask for help. For experienced leaders, be willing to help.

Be you

The other side of the coin is that, while you’re learning, you have to be yourself.

Although people will mentor you and train you, you have to be yourself. You have skillsets and a unique way of thinking that your company needs.

Don sold a company last week to a group that he felt could take it to a level beyond what he could do. After the sale, the new owners came to him and said they didn’t need his help anymore.

He considered that a great compliment.

He had created a culture of young, bright people that he had mentored for years. His team had helped them grow to the point that their own skillsets were sufficient to run the company without management.

He set guardrails, standards, missions, and objectives, and then gave his people room to operate.

His approach was this: You know the mission. You’re smarter than me. We’ll stay out of your way unless you’re drifting. You go be you.

Create the right environment to mentor and guide millennials, but don’t try to teach them how to be exactly like you.

Continue training

Never stop training. Leadership is all about training, and then going back to train some more even when you think you’re done because there’s so much information out there.

Training can take so many different forms, from a book club to a formal training.

The biggest mistake people make is to stop training.

Don is associated with the U.S. Army Rangers, who have made a career choice to serve other people at a level beyond what most people can comprehend. He notes that 99 percent of their lives are built around training, and that’s why they are so good.

When Don was seeking a title for his study, his wife suggested The Perfect Plan, so he set out to discover exactly what “perfect” meant.

The word perfect means “always becoming,” in other words always getting better. It means you aren’t done, and you’re openly becoming something greater.

At the end of the study, Don’s group asked average people to rate themselves on a scale of 1-10, and the average was 8. The elite performers rated themselves at an average of 3.5.

The group thought maybe the numbers were driven by humility, but they discovered that the elite leaders weren’t rating themselves against everyone else. They were rating themselves against their full, God-given potential.

Although we’ll never reach our full God-given potential, the mindset of these leaders was that they were always trying to become better.

Hire the right people

When you hire the right people, you aren’t hiring people because you have hope in them, or you feel sorry for them, or you just like them.

You have to hire people that you can guide and mentor, but they also have to have the right skill set. You have to hire for the position.

Get the right people and then create a culture that allows them to thrive.

The business world requires a different set of disciplines, so these great leaders hire the right people and then create the right culture, and then they get out of the way.

Players get you to the playoffs, but coaches win championships. So if you’re going to be a leader, you’re going to be a coach, but you have to have the right players. Then you have to train them and give them the environment and the mission and the direction they need.

“Secret Formula” episode resources

Connect with Don via email Don@dwbarden.com.

Check out his book, The Perfect Plan: A Study that Reveals the Secret Behind the World’s Elite Leaders, Sales and Marketing Professionals.

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Authentic Leader, Paula Stafford and Lisa Grimes

TSE 796: What Does It Mean to Become an Authentic Leader and How Do I Do It?

Authentic leaders make themselves vulnerable. They value transparency and they connect with their teams. Authentic leaders understand that they must show up and be present in their leadership roles.

In today’s episode of The Sales Evangelist, we hear from Paula Brown Stafford and Lisa T. Grimes about the importance of authentic leadership. In their book, Remember Who You Are,  they address the trifecta of success, fulfillment, and balance that each of us seeks.

Instead, we should seek to develop a self-awareness and define who we truly are.

  • Authentic leaders are vulnerable. 

Take responsibility when you make mistakes. If you aren’t making mistakes, you likely aren’t pushing the envelope enough.

Connect with your employees. Be human. Be willing to take a chance and put yourself out there. We often try to cover our insecurities instead of owning them. Share your adversity with your team.

  • Authentic leaders are confident.

You will likely be asked to step into a role that feels foreign to you. Maybe you’re asked to be a sales leader despite the fact that others are better at sales.

Confidence develops around risk-taking, failure, and perseverance. When you take risks, fail, and then overcome those failures, you build confidence. Sometimes the person you must prove your abilities to is you.

  • Authentic leaders differentiate themselves.

Find your calling card; something that sets you apart as unique, whether as a sales professional or a leader. Maybe it’s your love of hot sauce that clients remember.

Give people a way to connect with you.

  • Authentic leaders develop self-awareness.

Be honest about your own struggles. If you tend to be defensive in meetings, write the letter “D” on a piece of paper every time you feel defensive. Trace it, rewrite it, decorate it, but don’t stop focusing on that letter until the moment passes in the meeting.

If you’re irritable, make it a letter “I.” Develop self-awareness, and then develop the discipline to address the things you need to fix.

Episode resources:

Learn more about the trifecta and about authentic leadership in Remember Who You Are, available at https://habergeon.com/book/.

“The challenge of leadership is to be strong, but not rude; be kind, but not weak; be bold, but not bully; be thoughtful, but not lazy; be humble, but not timid; be proud, but not arrogant; have humor, but without folly.”


Donald Kelly, Sales from the Street, Leadership

TSE 779: Sales From The Street-“Personal Invite”

Donald Kelly, Sales from the Street, LeadershipNot getting the results you’re looking for? Are your activities not getting a lot of turnout? 

In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales professional.


As a leader in any organization, you have to grow your organization. Sell the concept. Continue to bring people back and keep them inside your organization.

Send emails to different groups. Invite them to activities.


  • Personal invitation – Send personal text messages to individuals and not to multiples. Make personal phone calls. Take the opportunity to know each individual.
  • Role assignment – Get people involved in your activities. Say for example in a sales demonstration, have them invite other people.


Figure out a way to capitalize on personalization. Drop a personal email when it’s someone’s birthday. Share something valuable when someone gets promoted.

Notice a greater increase in your activities’ attendance. Get bigger results!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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Brian Biro, Donald Kelly, Staying Motivated

TSE 661: How To Stay Motivated…Even When Things Are Going Bad

Brian Biro, The Sales EvangelistHow can you stay motivated even when things are not going so well?

Today’s guest is Brian Biro, America’s Breakthrough Coach, and he shares with us why people actually are not overachievers and how you can stay motivated to keep you on top of your sales game.

Brian has been speaking for over 20 years. He has also authored a total of eleven books, including the bestseller, Beyond Success. His newest release is There Are No Overachievers: Seizing your windows of opportunities to do more than you thought possible.

A former swimming coach, Brian seeks to help people break through those fears, obstacles, habits, or doubts to help them get closer to their potential.

Here are the highlights of my conversation with Brian:

Lessons from Brian’s coolest sales experience as the customer:

  1. Sell a product you truly believe in and you’re enthusiastic about.
  2. Bring fresh ideas to the table.
  3. Be fully present.

“When you go from ego to we-go, that’s when you win.”

Everyone Is a Leader

Salespeople must recognize and see themselves as leaders. You are the point of contact. You’re at the most important moments right there with the customers. That’s the essence of the company.

You’re Not an Overachiever, There’s More In You than You’ve Ever Dreamed Possible!

  • We all underachievers. We have no idea what God has given us. We have no idea of our potential.
  • It’s just that our fears and obstacles, habits and doubts, start to cloud the essence of us being able to do the things we never dreamed of.
  • When we get closer to our potential, it never goes away. You’ve risen to a different level so you’ll never go back.

Overcoming Your Limiting Beliefs

What you focus on is what you create. If you focus on the obstacle, you create the obstacle. If you focus on the fear, you create the fear.

People tend to focus more on what they don’t want than what they want. They focus more on worrying rather than on potential solutions and opportunities. People tend to focus more on the fear of the change instead of the opportunity of the change.

What are you focusing on?

Focus on what you want instead of what you don’t want.

  1. Vision
  • Shape the future. Set your vision.
  • Again, what you focus on is what you create.
  • Take more control of what you focus on. If something doesn’t go right, focus on the lesson and the next steps.
  1. Don’t depend upon your memory to see.
  • When you use your memory to see, you see what was, not what is.
  • Understand that every person is different and they require different things. But you only see that when you don’t depend on your memory to see.
  1. Energy
  • Your customers won’t remember everything you said, but they will never forget your energy. It’s your energy that stays with them.
  • Energy is a choice you cultivate. On a scale of 1-10, where have you been living your life?
  • Change the way you move. The way we move is a habit. Change your habit and you’ll change your life.
  1. Focus

Focus on your purpose. When you do something you love, your energy is unstoppable.

  1. Presence

Give your full presence  – 100% of your mind, body, and spirit with that person and where they are now. When you’re fully present, you’re telling them that they’re significant, they matter, and they count.

  1. Give credit, take responsibility.

Credit is something you give. Responsibility is something you take. Do that consistently with your team and they will want to run through fire with you.

  1. Communication

The meaning of your communication is the response you get. If people don’t get what you’re trying to communicate, it’s not about them. Change you and find a different way to communicate.

Brian’s Major Takeaway:

Start to focus on controlling your contrallables – Focus, Energy, Presence. Focus on what you want to create. Seek to raise your energy level. Your sale rises as your energy rises. Be fully present when you’re talking with someone. Give them your full attention.

Episode Resources:

Connect with www.BrianBiro.com

Beyond Success

There Are No Overachievers: Seizing your windows of opportunities to do more than you thought possible.

The Science of Selling by David Hoffeld

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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Scott Love, Donald Kelly, The Sales Evangelist

TSE 533: Become the Sales Leader People Want to Follow

The Sales Evangelist PodcastAs a sales leader, one of the most important tasks is to be the leader that people want to follow. We often find sales reps leaving the organization, not because they weren’t making money or the product is bad, but just because of the relationship side. How do you become that sales leader everybody loves?

Today’s guest is Scott Love and he shares great insights and more about his book, Why They Follow: How to Lead with Positive Influence, specifically on how you as a seller, sales leader, or entrepreneur can create an atmosphere where the people we lead are willing to follow us.

Here are the highlights of my conversation with Scott:

About his book, Why They Follow:

Find out what motivates people to follow and lead based on that. His book will show you how you can lead that gets people to choose to follow and do it in a positive way (not because of fear).

The concept of response ratio that people choose what response to give shows that employees give a 1 based on authority and a 10 (they respond with their heart and soul) because of a manager’s leadership skills.

People choose to respond based on how they respond someone to be.

Strategies on how to become the leader people want to follow:

  1. Trust is a key factor.

Get people to trust you. People make decisions so you have to lead them in a way that gets them to choose to respond. Build trust with your team by going within. Leadership is intensely personal. People make decisions on a personal and emotional level.

  1. Identify your core values.

If you had all the money and time in the world, what truly motivates you? Those are your core values and take time to identify those. Write them down and this serves as your guide or compass to measure all your decisions.

  1. Write down your life purpose.

This has nothing to do with business or sales. Take the time to identify and clarify your mission as to why you are on this planet and you become more confident and more decisive. You will know which direction you’re going in.

  1. Be a great follower to be a great leader.

Become “followable” first and everything else will fall into its place. Say that you won’t do anything unless it provides value to other people first. Go back to your core values and your life purpose.

  1. Find out what motivates your team.

Get to know your team and find out what motivates them since everybody is motivated by something different. While some are motivated by money, others are motivated by recognition. Look for ways to motivate your team for different reasons.

At the end of the day, people want significance and control. According to Maslow’s hierarchy of needs, self-actualization is on top of the pyramid. It’s more than the money. It’s about the meaning.

  1. Practice what you preach.

If your actions don’t adhere to your values, then your team will see that disconnect and they won’t feel safe. They won’t trust you anymore. Are you living in the values you are espousing within the company?

  1. Give your team members the attention they need.

Don’t looking at your iPhones as employees are talking to you. Every time you have a screen on your hand, you’re not giving the attention they need.

  1. Give your members public recognition.

Show them why their work matters. There is a pattern that if we can show there is positive leadership between the employee and the boss, that’s enough for them to turn down opportunities. Salespeople want to have a contribution into this world.

Scott’s Major Takeaway:

Invest one hour a day in personal development. Listen to this podcast. Read books. This is going to build up over time. If you read and listen to people who have been down the road, you’re going to become the kind of person that people will feel safe with and be the person people will follow.

Episode Resources:

Connect with Scott Love on www.scottlove.com.

Why They Follow: How to Lead with Positive Influence by Scott Love

Check us out on our Facebook community, The Sales Evangelizers

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Vision, Sales Training, Donald Kelly, The Sales Evangelist

TSE 137: Without Vision, Your Sales Team Will Fail

Vision, Sales Training, Donald Kelly, The Sales Evangelist Having a Vision

Are you like Alice in Wonderland who really didn’t know where to go? Well, that doesn’t really work in sales. It’s important to be able to have a vision of where you want to go.


If a company doesn’t have a vision, the sales people will be moving towards different directions and nothing is going to get accomplished properly.

Here’s a personal experience of mine during my early years in sales: I worked for a smaller company where executives didn’t have a clue of where they wanted to go and they didn’t know who their ideal customers were.

The result? The company got dissolved.

Unfortunately, a vision of wanting to make money doesn’t really pan out in the long run. A great strategy should be in place. The right people should be in place.

In contrast, I also got the chance to work in an organization with leadership from the top. The executive level had a clear-cut understanding; down to the managers and the team. There was a lot of room for creativity in line with the company’s vision.

The result? The company soared.

Here are 3-Key Steps to Help You Create Your Vision:

  1. Sit down to find out your ideal customer.
  2. Figure out where the company wants to go.

What does your company desire? Where do you want to go? How do you want to do it?

  1. Figure out your personal goal.

What’s your “why?” Why are you doing what you’re doing?

Clear your mind of doubt and keep that big VISION!

TSE 036: Effectively Increasing Your Sales Performance with Chris Rollins Part 2!

Post by The Sales Evangelist. Hey, hey, hey everyone, welcome to another great episode of “The Sales Evangelist Podcast”.  During this part two interview with Chris, we continue the conversation on sales and leadership. Here are some of the take aways:
  • Take control of your personal development/sales training by paying for your own sales training courses and live seminars. Don’t just wait on your company to provide training.
  • Don’t spend all your time focusing on what your competitors are doing, but focus on yourself. You don’t have control over what “they do”, but you do have control over “what you do”. If you focus on offering the best experience to your customers, you will not need to worry about what your competitors are doing.
  • The one competitor that we all need to worry about is the Status Quo!
  • Don’t ever be comfortable because of your success. You must ALWAYS seek to challenge yourself and improve on your very best.
  • Don’t copy others but be the best you that you can possibly be!
  • We must open our leadership lids and unleash our ability to effectively lead. Sometimes we just need a mindset shift to truly accomplish great success.
  • In order to find improvement and success, we need to embrace change.
  • Understand and realize the potential you have in yourself right now! You have to always be a student of your craft and always work to get better everyday.

Feel free to connect with Chris here:

Chris Rollins on LinkedIn

Rollins Performance Group Facebook 



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TSE 035: Effectively Increasing Your Sales Performance with Chris Rollins Part 1!

Chris Rollins

Hey, hey, hey everyone, welcome to another great episode of “The Sales Evangelist Podcast”.  During this episode I had the opportunity of interviewing Chris Rollins. Chris is a dynamic sales trainer and professional speaker. Chris is known as “The Sales Train Conductor”, because of his belief that “revenue drives the train” of an organization.

Chris and I had a very lengthy discussion on leadership and sales. Our conversation was so rich with practical information that I had to break the episode into two parts. Here are some of the major takeaways from my conversation with Chris:

  • It is important to have effective leadership and sales in order for an organization to grow. You should not focus on one over the other.
  • Everyone in the organization is on the sales team because the whole organization needs revenue in order to accomplish it’s objectives.
  • Unless you are willing to give credit to someone for your success, you should not pass on one word of blame to that person for your failure. You must take accountability for your actions and don’t seek to past blame.

Feel free to connect with Chris here:

Chris Rollins on LinkedIn

Rollins Performance Group Facebook 



Listen to Stitcher