3 critical roles of a sales leader for behavior change

When it comes to behavior change and new habit creation as a sales leader you have three critical roles:

#1 Tell them WHY
My example here is always ‘phone time’ or ‘talk time’ or whatever you call it in your organization.

Instead of pushing a # or %, begin with talking about:

How that number was derived (one organization I work with studied their top 10 sales reps and then talked about the results to the whole team)

#2 Inspect what you EXPECT
Now that the team knows WHY, be sure to hold them accountable.

Talk with them regularly – daily to begin with as the habit change/creation is starting.

Not in an accusatory parent way
 talk about what is working and what isn’t
 confirm buy-in
 tie it to their personal goals

#3 Work FOR them
to make it easier

Yes – ask yourself what YOU can be doing to help your salespeople.

Show them you’re willing to put in as much effort to help them as they’re putting in themselves!


When working with inside salespeople; they want to fix everything – right NOW.

To see faster results, instead pick one area you want to see change and work on it. Focus on it until you have a GOOD habit in place.

Then move on to the next thing instead of dividing your attention!

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