6 Things the Best Sales Leaders Are Doing Right Now | Nicky Miklós

[upbeat music] I want to share with you some hot tips on what the best pro sales leaders are doing right now that are really focusing on that holistic commercial leadership that I spoke about, but really with the focus on driving results within the team, and not just results, but also engagement.

I've noticed a bit of a pattern over the last couple of weeks with different sales leaders that I've been talking to, some of them newer to leadership, some of them have been established leaders for quite some time, and there's just a couple of little tweaks, a couple of simple, really easy things that you can implement to make sure that, again, you're driving high performance, you're holding standards, you're leaning into commercial leadership, and you're still engaging your team and getting those results.

So this is gonna be pretty rapid fire, and I want you to think about for each one, give yourself a yes or a no. Um, if it's a yes, great.

If you're unsure, it's probably a no.

Think about how you could implement or improve.

All right.

So the first thing is, do you actually get your team to send you a weekly summary, a weekly summary on what their wins were, what their learns were, and potentially some market feedback? So it could be as simple as three questions.

So it could be a weekly wrap that they send through.

It's not their full on proper reporting.

It's not a KPI or a boss dashboard, but it's you getting some insight into how proactive they're being in terms of managing their activity and what they're doing, but also the quality of the conversations that they're having.

So if you're putting the third point in there around what is the market feedback at the moment, A, they can't keep telling you the same thing every single week.

Uh, through you holding them to account and having conversations around what they share, you're getting them to have better quality conversations with their clients, prospects, community, network, but also you don't accept the reason of the market is tough.

How often do we hear that? [laughs] And as you know, I've been doing this for a while, over two decades, and that reason has been there most of the time, maybe not before the GFC, but since the GFC there's always been a reason or excuse, right? So we go deeper than it's tough, and based on what they're emailing you every week in that really simple weekly wrap or weekly summary, you get an un- understanding of the quality of the conversations they're having out there, and you might identify a coaching opportunity on how they can have better quality conversations.

You could also put another point in there around what are they proactively looking at doing next week, um, but you might have that covered off somewhere else in the business.

I would say max it at five questions in the weekly wrap so you're keeping it simple.

It's not a detailed report.

I'm just basing the assumption that you have that elsewhere.

It's not a KPI catch up.

It's a what were your wins, what were your learns, give me some market feedback.

Potentially you could say how did you go with the actions that you set for yourself this week, and what activity are you focused on doing next week? But it's more of that couple of sentence, very short paragraph summary.

The other benefit of you as the sales leader or if you're asking your sales leader to now start doing this, is that you then get transparency, uh, proactively shared with you every week.

Now, if this is a new thing that your team aren't doing, you know, expect that there'll be a, a period of grace where they'll have to meet the deadline.

You might have to follow up on them.

It's a new thing.

But again, we're keeping it simple and we're making sure that it's valuable information.