How CEO's can Get A Grade Sales and Leadership Performance Results

hi guys lee finell here and i've just come back from a meeting with a prospective client and it's not an unusual situation from a chief executive point of view it's got a sales team it's got a lot of stock uh he's got to make sales there's a lot of money tied up in assets and the sales team are demotivated not performing nice people and not generating revenue and really to a certain extent chances of them even leaving.

Now the interesting thing was I worked with these guys years ago and as one of my other clients David Horlock says, even if you've got a 10 to 15% attrition each year, it doesn't take too long two three four years all of a sudden thirty percent fifty percent or even more of your sales team have turned over so even if you did training five years ago ten years ago the chances are the people that were trained you might only have one or two of them left at best when i say one or two of them i mean 10 to 20 percent in other words almost 80 to 100 of the sales team have gone so that knowledge that you gave and passed on six years ago, 10 years ago, has actually walked out the door.

So then you've got a new bunch of reps.

When I asked these guys today, what training have these guys had? And they said, literally, we've done one 60-minute session with a guy two years ago.

I said, that's not a training session.

That's a warm shower.

Training? It's a bit like saying to a football team, we did hand-pass training three years ago.

no if we're serious about a grade performance we are going to be training in the fundamentals on a regular basis so we actually co-created a plan using my system to go guys i'm not going to come in and say what you need to do but i do know this one we need to diagnose where you're at right now we also need to engage these people so that they also identify where they're not so strong or in fact areas and opportunities for improvement.

Involvement equals ownership equals commitment.

want them committed to regular training and Kaizen continuous improvement, then we need to do the diagnostic phase at the front end.

So we've got a whole range of fantastic tools we're going to use there to get the show on the road.

Then we need to take the findings of the diagnostic and let's do an immersive boot camp situation, not drip feed every now and again, because what we know when it comes to coaching and training is egos, excuses, and comfort zones are the enemies of change.

Egos, excuses, and comfort zones are the enemies of change.

So if you're serious, you need to put in a training ecosystem, a coaching ecosystem that supports ongoing, frequent, quality coaching and training, just as we're talking about in AFL football team or Premier League soccer team or any athlete that actually wants to get better, high quality, frequent training and coaching.

Funnily enough, I watched the documentary of Ray Gunn, that breakdancer that didn't do so well at the Olympic Games on behalf of Australia, in fact, become a worldwide phenomena.

for reasons you wouldn't necessarily want to be a worldwide phenomenon the poor poor woman um interesting when it came about the person responsible for the coaching had not even seen her train or coached her in the two months prior to the olympic games so who was responsible for the average to poor performance Was it the person doing the performance or was it the coaching ecosystem? I would say, coming back to Edward's Deming point, 94% of your problems are due to the system, 6% are due to the people.

Don't blame the person, take a look at the system.

94% of the problems, the coaching and training ecosystem.

Make sure you don't have ray guns on your sales team.

Or more to the point, make sure you don't have such an average to poor coaching ecosystem that you end up throwing a good person to the wolves and in fact when you look at that documentary the the depression and the anxiety and the mental health issues she had a result of we're lucky she's still actually around anyway you want help with this take a look at some of these books and courses that are available resources to put in the hands of your people sales transformation culture sell to the gap why you can't scale a business if you depend on heroes the direct sales playbook sales management masterclass build your sales army degrees don't close deals, the Kaizen mindset, the sales manager is the performance multiplier, selling isn't telling, and the synergy effect, creating high-performing teams and high-performing synergy, high-performing environments, high-performing leadership.

I want to talk about any of those things.

Touch base.

Please don't waste another day throwing good people into poor ecosystems.

You want to be an A-grade performing team, you need to do A-grade performance.

performing coaching and training you can't get a grade performance out of b or c or d grade training and ecosystems touch base check out some of our free resources including the leadership audit leadership team audit and the sales system audit they're free start by diagnosing yourself you come to the conclusion yourself then touch base with me see you soon thanks for watching