Moving The Rock

Figure That Sales Leadership Out - Part 10 of 12: Can You Let Go To Step Up To A New Role?

As leaders, so many of us earned that title by being supremely committed to a goal and continuously elevating our own execution in pursuit of that goal. What do you do with this ‘hero's mindset’ when you can't work any harder and there are no more hours in the day to sacrifice? How do you take yourself and your team to the next level? In this episode, we’re talking about letting go. Why is this an essential leadership trait? Eventually, we all get to a point where taking our (and our team’s) performance to the next level requires a new approach. It’s about more than time management. It’s about leadership.

Figure That Sales Leadership Out - Part 9 of 12: How Do You Decide What’s Next?

As a leader, knowing your next best course of action requires you to make sense of what’s going on around you as well as within you. Awareness has two sides and is one of the benefits that comes with the experience and maturity you gain over time. In this episode we discuss how leaders develop awareness and perseverance in the face of change. And we introduce you to the four seasons of change to help you navigate the process like an experienced pro (or master).

Figure That Sales Leadership Out - Part 8 of 12: Have You Mastered The Three Meta Roles of Level 5 Leaders?

Since Jim Collins first presented his concept of Level 5 leaders in his book, Good to Great, companies have been looking for ways to predictably elevate their people to this highest standard of leadership. Can leaders be developed into “... seemingly ordinary people quietly producing extraordinary results?” Can you give leaders the power to operate with a “…level of humility and modesty, while cultivating a ferocious resolve, an almost stoic determination to do whatever needs to be done to make the company great?” Check out this episode and let us know what you think?

Figure That Sales Leadership Out - Part 7 of 12: Can You Master Perception?

In physics as in life, everything that's happening from the perspective of the observer. In other words, reality is subject to the perception of the person involved. One sales or leadership conversation can produce at least three versions of the truth: Your truth, their truth and the truth. As a leader of leaders, do you have the ability and presence of mind to anticipate this challenge and not allow it to cloud or delay the commitment you are looking for? Join us as we solve this important and thought-provoking leadership challenge.

Figure That Sales Leadership Out - Part 6 of 12: Can You Escape The Quarterly Trap?

As sales leaders, we are all familiar with the punishing pace of delivering monthly or quarterly numbers. Why is it that some people seem to struggle from period to period through a repetitive cycle of stress, while others achieve a steady state of flow? The answer is in the ability to master your PACE. To rise above reacting to what’s happening to you, like being the pinball, to leading change, like being the manufacturer of the pinball machine.

When Are Sales Problems Not Really Sales Problems? with Special Guest Ed Porter

Monthly and quarterly revenue numbers make it easy to know how well a sales organization is performing. Because sales is a lagging indicator, when numbers grow or shrink it’s always an indicator or symptom of something else, something deeper going on.

In this episode, James is joined by Ed Porter, founder of Bluechip CRO. Together, Ed and James access 50+ years of combined experience working with sales and customer-facing team leaders, to explore the root causes of some of the most common sales challenges faced by scale-up and growth stage companies.

Figure That Sales Leadership Out: Part 5 of 12 - Are You Winning, Losing, Stuck, or Inspired?

In this episode we extend our conversation from Part 4, where we discussed being prepared by being practiced. Here we address the practices that allow leaders to shift into a state of poise, a state of being that makes you ready for any moment? When the boat rocks as it inevitably will (all boats rock), how can you as a leader access a level of awareness within yourself that will allow you to model the behavior required to permanently elevate your entire team?

Listen in and join the conversation.

Figure That Sales Leadership Out - Part 4 of 12: When Does Practice Not Make Perfect?

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!