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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a difference. This is true even if it feels slow.

If you are a sales manager, the fastest way for you to improve your results (and the only real way to do so) is to help your team turn in the best performance they are capable of (individually and collectively). The fastest way to help your team produce that performance is by spending time training, developing, and coaching and them. The better you do at this work, the better your team is at helping their clients. This is true even if it feels slow, and even if your organization is clamoring for you to join more meetings and produce more reports.

If you lead a sales organization, the fastest way for you to improve your numbers is to help your lieutenants with the resources they need to help their teams. The fastest way to help them is to provide them with the vision, the mission, and the meaning that high-performing organizations are built on.

Vision, mission, and meaning need to be immediately followed with the “how.” How are we going to get there? How are we going to overcome the obstacles? How are we going to do what we have never done before? How does any of this help our clients? You provide the “how” even if you don’t think it’s your responsibility to do so—and it’s true even when you leave the tactical part of the “how” to your smart, savvy lieutenants.

The more tightly you align everything you do with producing results for your clients, the faster you produce greater results.


How does doing a better job helping your clients help you produce results faster?

How does helping your team learn to better serve your clients help them go faster?

What do mission, vision, and meaning provide the team that acquires and serves your clients?

How does providing the strategy, the how, help your team produce better results now?

Sales 2013
Post by Anthony Iannarino on December 20, 2013

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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