April 6, 2021 by Frank Gustafson in Management & Leadership
I’m loving Dave Mattson’s latest book, Scaling Sales Success, 16 key principles for sales leaders!
Dave shares 45 key principles for sales leaders… guessing a lot of them would work for anyone in leadership… just sayin.
This is pure gold… starting with the first chapter, “Lead with Integrity” – Know what you stand for- and communicate accordingly.
Three take-away principles from this chapter:
- Know what you stand for
- Have you considered your “values”?
- These are the things upon which you won’t compromise.
- These are the things that guide you, your team and your organization.
- Can and DO you defend them, even when the going gets tough? (and it always gets tough, right?)
- Build trust, be consistent and congruent
- Trust, it’s a matter of consistency and congruence.
- Consistency… can you be counted on when the chips are down?
- Are you predictable, or do you blow with the changing winds?
- Congruence… do your words match up with your deeds?
- Do you mean and do what you say? Or are you just another politician?
- When you make a mistake, own it
- This is all about PERSONAL responsibility.
- It’s not about CYA.
- It’s also not about being perfect, no one is, but when you are wrong, as the leader… you MUST own it!
Here’s a link to Dave’s latest book… https://www.stp.sandler.com/resources/sandler-books/scaling-sales-success
This book is a must for sales leaders and leaders in general. Enjoy!
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