How to Boost Your High Performance Sales Team Through Better Delegation

high performance sales team delegation process

Here’s a quick story that highlights the difference between a high performance sales team and one that needs your constant supervision.

One warm summer day a few years back, I was driving along the interstate heading up to Cleveland. It was one of those days where everyone was at an optimal cruising speed that was about 10 MPH above the posted speed limit. 

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How to Build a Successful Sales Team

High Performance Sales Team Tyson Group

In a previous post, we briefly talked about taking a Moneyball approach to sales. We looked at the sales competencies that are present in a successful sales team. And we looked at finding the right salespeople with the right skills to match our market strategy and the business environment

The current coronavirus crisis won’t last forever. We know that from experience. But we also know that events like these will have a long-lasting impact on the business environment. The question is, do you have the right people in place in your business to navigate these troubled waters? And will they support your market strategy not just in the current crisis, but in the aftermath once the crisis has passed? 

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Sales Leadership During Times of Uncertainty

Sales Leadership In Times of Uncertainty

In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some flies away from a little village.” In one scene, they come across Robert Vaughn who is on the run and now looking for work. When Vaughn agrees to join the team, Brenner holds up seven fingers indicating that they now have seven men on the team. McQueen, however, waves his hand as if to say, “hold on.” He has reservations about Vaughn. That’s when Brenner says, “No. No. He’s a good gun. And where we’re going is no church social.”

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How to Drive Sales in the Face of Business Uncertainty

driving sales in times of business uncertainty

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate the climate to get to the desired temperature. A thermometer can only take the temperature. With the business uncertainty in today’s climate, we can only take the temperature and react minute-by-minute to this uncertainty.

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5 Sales Leadership Secrets That Will Put You at the Head of the Pack

sales leadership involves planning, resource management, and strategic thinking

I think we can all agree that being a topflight sales rep or account manager doesn’t automatically make you a candidate for sales management. I’ve seen plenty of cases where the people leading an organization took their top sales rep out of the field, where he or she was flourishing, and put them in a sales leadership role where they couldn’t use their favored skills. 

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5 Secrets to Motivate Your Salespeople

Motivate your sales team tyson group

A question I often get in my consultation sessions is, “Bob’s not motivated. What’s the best way to motivate Bob to get out there and sell more?”

Well, I don’t know if there’s a best way to motivate sales people because I actually don’t believe motivation is an outward force. It’s not something you do to someone. Motivation comes from within the individual.

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Powerful Talent Assessment is the Moneyball Magic You Want

talent assessment moneyball

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.”  -Peter Brand, Moneyball

The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and antiquated statistics. Recruiters were using the same methods tied to the same statistics dating back to the early days of baseball. Because the Oakland A’s had a smaller budget for salaries, they were forced to look for players undervalued by the market. When the general manager teamed up with a statistician, they found that certain, previously ignored stats were better indicators of a player’s performance today than the traditional stats used by the bulk of the sports executives and talent scouts.

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How to Sell Like a Professional in Today’s Environment

tyson group sales podcast sales game changers

Sales Game Changers Podcast Episode 171 features Lance Tyson

What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events?

In this episode, Fred Diamond, host of the Sales Game Changers podcast, runs through a variety of questions like these with Lance Tyson, CEO of Tyson Group, and author of Selling is an Away Game. If you want tips that will put you on the field of play and supercharge your sales game, then put in your earbuds, buckle up your seat belt, and get ready for a rapid-fire one-on-one that will change how you approach developing your sales team as well as your career. 

You can find Fred Diamond’s Sales Game Changers podcast here. Give it a listen today.

6 Simple Tactics That Will Boost Your Listening Skills

listening skills for resolving sales objections

In a previous post, we talked about the cushion. It’s one of the communication tools you must develop if you want to dominate resolving objections. Another communication tool you’ll need to develop are your listening skills.

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Sales Managers – 4 Things Your Young SalesPeople Need to be Successful

 

sales managers millennial salespeople success

This post on Millennial success was originally published on Nov 8, 2016  and updated on Feb 26, 2019.

4 Items Sales Managers Should Include in their Coaching Sessions

Worldwide, the population group called Millennials is just over 75M people in the US; that’s larger than the number of Baby Boomers. But for us sales managers, the employment numbers are more interesting. According to MarketWatch, the most recent numbers in 2017, tell us about 56M Millennials were either working or looking for a job. That beats out 53M GenXers, and 41M Baby Boomers. Continue reading