I was recently introduced to a group of potential “buyers” by a client in the following way; “This is the best salesman in S.E Asia, he now consults, you guys should talk…”
This was confronting for me.
On one hand that’s a great accolade and a powerful referral and introduction. If people want to think of me in that way then it certainly doesn’t hurt my brand…but, unfortunately, it’s just not true.
If you are a sales leader you don’t want this to be true for you either.
Tiger Woods – great golfer
Usain Bolt – great sprinter
Leoni Messi – great footballer
They are truly world class at what they do. But they also all have coaches. Their coaches are not better than them at their sports.
Their coaches are great technicians, knowledgeable, skilled in the art of creating exceptional performance within others, experts at seeing what is working and what is not, geniuses at making adjustments that improve performance radically….but they are not the best golfer, the fastest sprinter or the best football player.
As sales leaders, you goal is NOT to be the best sales person. Don’t get me wrong, be good, be very good, be outstanding….but your goal is not to be the best.
Your goal is to create the best.
If I may be so bold, your goal is create many people better than you are at selling.
As a Sales Performance Consultant my role is to enhance sales performance with my clients. I don’t profess to be better at selling what they sell than they are. But I don’t need to be.
As a sales leader, your role is to create stand out performance from your people and create more leaders – who may become better than you!