Moving The Rock

How many times have you seen a situation in sales where someone’s performance was stellar, and then all of a sudden it wasn’t? It happens all the time. Were they somehow transformed? Did they become a different person overnight? Or did they benefit from a unique situation they could not replicate? Is it possible they simply don’t know how to replicate that level of success? Why not? It’s an interesting question. One we explore at a deeper level in this edition of our twelve-part introduction to our advanced self-guided leadership course presented by SightShift and Floriss Group. To see if you qualify to take part, reach out to grow@florissgroup.com for more information. Enjoy the conversation!

As a leader, how often do you evaluate whether the structure around you is supporting or blocking your goals and the goals of your team? Are you paying attention to leading or lagging indicators of success? Are you analyzing the decisions you make or measuring the actions you take? What is required to reach and then redefine your performance? When you adopt upstream thinking it's natural to explore the leadership structure you have built for yourself … the why behind what you do. Listen in as we tackle the third of a twelve-part introduction to an advanced self-guided leadership course presented in partnership with SightShift and Floriss Group. To see if you qualify to take part in this advanced training, reach out to grow@florissgroup.com for more information.

As a leader, you're never going to reach a level where you move beyond solving problems. Whether you are a CEO, Sales VP or individual contributor, you are paid to identify and solve problems for those you chose to serve. That’s leadership 101. Advancing in your role and in your career, however, will require you to develop upstream thinking. To make sure you are solving the right problems. Join us as we explore the second of a twelve-part introduction to an advanced self-guided leadership course presented in partnership with SightShift and Floriss Group. To see if you qualify to take part in this advanced training, reach out to grow@florissgroup.com for more information.

Whether you are a new sales manager, a veteran manager in a new environment, or an experienced sales VP, you are expected to know how to build and lead a team of sales leaders. Not only does this mean earning each person’s trust and respect, it means finding new ways to elevate the team’s motivation, preparation, and execution. It means finding new ways to coach and hold team members accountable to shared best practices that ensure the team, not just key individuals, will thrive. Each of these episodes is recorded as an introduction to one of twelve parts of an advanced self-guided leadership course presented in partnership with SightShift and Floriss Group. To see if you qualify to take part in this advanced training, reach out to grow@florissgroup.com for more information.

After 30 years of building sales teams, I agree with those who believe that promoting a top salesperson to sales manager is NOT a promotion. It is much healthier to look at the move as a career change. Yes, your success in sales will be helpful. But like any transition from player to coach, your success will be built upon a mindset, skillset, and toolset that you have yet to master. Join the conversation! And, if you are looking for the best training to support your transition, request information about our Collecting WINS - Sales Management Essentials course.

All things are impermanent. It’s interesting that ‘impermanence’ is a central tenant of so many religions and philosophies. Nothing lasts. Good times are followed by bad. Bad times are followed by good. Why then aren’t leaders better at anticipating and managing change? Join us as we welcome Beth Thomas, CEO of Change4Growth, a top 10 change management firm with offices in the US and UK. Together, we take a deeper look at the barriers leaders face and the mindset required by those of us who want change by design, not by disaster.

Bill Belichick, the winningest coach in NFL history with eight Super Bowl rings (so far), once told a reporter, “We’re not collecting talent, we’re building a team?” The best sales compensation plans are aligned with a company’s goals. Unfortunately, most comp plans reward transactional activities and outcomes that promote individual success and short-term deal-making. They miss the opportunity to reward scalable team-building and long-term growth. Sales is a team sport and your compensation plan can make or break your ability to build the championship team your goals require. Join the conversation. Let us know what you think.

How can you be the best version of yourself if you don’t really know yourself? You could get lucky and allow life’s circumstances to passively guide you to the perfect combination of decisions that bring you to the place you were always meant to be. Or you could do the work, learn more about who you are, and set forth a plan to reach and redefine your potential on this planet. If you are curious about the latter path, this podcast will help you and each member of your team understand how to get started. We begin by sharing our own personal stories and successes. Check it out!

In previous episodes, you may have heard us talk about how a leader’s identity and potential are shaped by their insecurities or fears. In fact this is true for all human beings and especially meaningful for those of us who are on a journey of continuous improvement. Join us as we dig into the history and science of the IFQ measurement tool and the impact it can have for healthy leaders, scalable teams and growth cultures.

“Guns. Lots of guns.” You may recognize this line delivered by Keanu Reeves’ character in both The Matrix (1999) and John Wick: Chapter 3 (2019). In both movies the actor plays the hero. The pressure is on and he wants to win and his only option is MORE! Not too dissimilar from the sales leader who feels the pressure and wants to win. She may feel her only option is MORE … more salespeople! Unlike Reeves’ characters, however, the sales leader has another option. When sales forces are recognized as teams and optimized as teams they can grow 3X faster than sales forces that are not. And they can do it without adding a single salesperson. Instead of focusing on MORE, there may be value in simply focusing on BETTER.