{"id":1299,"date":"2015-09-21T08:00:18","date_gmt":"2015-09-21T12:00:18","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/four-secrets-every-sales-executive-needs-to-know\/"},"modified":"2019-10-01T19:41:08","modified_gmt":"2019-10-01T19:41:08","slug":"four-secrets-every-sales-executive-needs-to-know","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/four-secrets-every-sales-executive-needs-to-know\/","title":{"rendered":"Four Secrets Every (Sales) Executive Needs to Know"},"content":{"rendered":"<p><img alt=\"4 Sales Management Secrets\" class=\"aligncenter wp-image-13422\" decoding=\"async\" fetchpriority=\"high\" height=\"360\" sizes=\"(max-width: 600px) 100vw, 600px\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min.jpg?strip=all\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min.jpg?strip=all 1023w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min-300x180.jpg 300w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min-768x461.jpg 768w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min-833x500.jpg 833w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min-1000x600.jpg 1000w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/twenty20_18cb430d-6300-45f8-8f12-d8828efec8a1-min-500x300.jpg 500w\" width=\"600\"\/><\/p>\n<p>The \u00a0interesting \u00a0thing \u00a0about \u00a0management \u00a0is \u00a0that \u00a0the \u00a0role \u00a0is \u00a0commonly \u00a0misunderstood.<\/p>\n<p>Stop \u00a0and \u00a0think \u00a0about \u00a0what \u00a0usually \u00a0gets \u00a0someone \u00a0promoted \u00a0to \u00a0a \u00a0management \u00a0position. \u00a0Typically, it\u2019s \u00a0the \u00a0 <em>resu<\/em><em>lts<\/em>\u00a0he \u00a0or \u00a0she created \u00a0in \u00a0a \u00a0previous \u00a0position. \u00a0In \u00a0other \u00a0words, \u00a0people \u00a0move \u00a0up \u00a0the corporate food chain based on knowledge, skill, or, most commonly, performance.<\/p>\n<p>Especially \u00a0salespeople. \u00a0Typically, \u00a0it \u00a0is \u00a0the \u00a0top \u00a0salesperson \u00a0who \u00a0is \u00a0picked \u00a0to \u00a0become \u00a0the \u00a0next manager.<\/p>\n<p>And, \u00a0more \u00a0often \u00a0than \u00a0not, \u00a0the \u00a0great \u00a0salesperson \u00a0struggles \u00a0as \u00a0a \u00a0manager. \u00a0Why? \u00a0Because \u00a0they \u00a0are two \u00a0 different roles \u00a0and require \u00a0two \u00a0completely \u00a0different \u00a0skills \u00a0sets. \u00a0And \u00a0great \u00a0players \u00a0often \u00a0make terrible \u00a0 coaches.<\/p>\n<p>But \u00a0companies \u00a0make \u00a0it \u00a0worse. \u00a0They \u00a0typically \u00a0require \u00a0that \u00a0sales \u00a0managers \u00a0focus \u00a0on \u00a0management <em>tasks<\/em>, like \u00a0sales automation, CRM, \u00a0proposals, \u00a0slide \u00a0decks, \u00a0budgets, \u00a0reports, \u00a0policies \u00a0and procedure, things \u00a0like \u00a0 that. \u00a0Which, \u00a0at \u00a0first blush, \u00a0would \u00a0seem \u00a0to make \u00a0sense \u00a0since \u00a0those \u00a0things are important \u00a0and \u00a0necessary.<\/p>\n<p>However, \u00a0they \u00a0pale \u00a0in \u00a0comparison \u00a0to \u00a0the \u00a0effect \u00a0your \u00a0<em>leadership<\/em> \u00a0skills \u00a0will \u00a0have \u00a0on \u00a0the performance \u00a0of \u00a0your \u00a0 sales team.<\/p>\n<p><em><strong>Think \u00a0about \u00a0all \u00a0the \u00a0things \u00a0managers \u00a0do \u00a0that \u00a0have \u00a0NOT \u00a0been \u00a0mentioned:<\/strong><\/em> \u00a0recruiting, \u00a0hiring, performance management, \u00a0coaching, \u00a0creating \u00a0a \u00a0productive \u00a0culture, \u00a0communicating \u00a0vision \u00a0and purpose, \u00a0and \u00a0much, much \u00a0more.<\/p>\n<p>These \u00a0are \u00a0all \u00a0<em>leadership<\/em> \u00a0functions. \u00a0And \u00a0to \u00a0call \u00a0them \u00a0critical \u00a0is \u00a0a \u00a0serious \u00a0understatement.<\/p>\n<p>In \u00a0the \u00a0big \u00a0picture, \u00a0what \u00a0we \u00a0really \u00a0need \u00a0corporate \u00a0managers \u00a0to \u00a0do \u00a0\u2013 \u00a0when \u00a0it\u2019s \u00a0all \u00a0said \u00a0and \u00a0done \u00a0\u2013 \u00a0is \u00a0to \u00a0 identify, hire, \u00a0and develop \u00a0the \u00a0potential \u00a0of \u00a0capable \u00a0people, \u00a0and \u00a0to \u00a0create \u00a0a \u00a0culture \u00a0where that \u00a0talent \u00a0can \u00a0 thrive.<\/p>\n<p><em>E<\/em><em>very<\/em><em>thing<\/em><em> \u00a0<\/em><em>e<\/em><em>lse<\/em><em> \u00a0<\/em><em>is<\/em><em> \u00a0<\/em><em>just<\/em><em> \u00a0<\/em><em>suppor<\/em><em>t.<\/em><em>\u00a0\u00a0<\/em><\/p>\n<p><strong>Which \u00a0begs \u00a0the \u00a0following \u00a0questions:<\/strong><\/p>\n<ul>\n<li>How \u00a0many \u00a0prospective \u00a0managers \u00a0are \u00a0actually \u00a0assessed \u00a0for \u00a0their \u00a0ability \u00a0to \u00a0identify \u00a0talent?<\/li>\n<li>How \u00a0many \u00a0managers \u00a0are \u00a0trained \u00a0to \u00a0hire \u00a0effectively?<\/li>\n<li>How \u00a0many \u00a0managers \u00a0would \u00a0get \u00a0strong \u00a0marks \u00a0for \u00a0coaching \u00a0and \u00a0training?<\/li>\n<\/ul>\n<p>The \u00a0answer \u00a0is \u00a0very \u00a0few.<\/p>\n<p>Instead, \u00a0we \u00a0continue \u00a0to \u00a0promote \u00a0top \u00a0salespeople \u00a0simply \u00a0because \u00a0they \u00a0are \u00a0great \u00a0salespeople. \u00a0But the \u00a0 reality \u00a0is that \u00a0selling \u00a0is not \u00a0the \u00a0same \u00a0as \u00a0leading.<\/p>\n<p>And \u00a0it \u00a0is \u00a0the \u00a0<strong><em>leadership<\/em><\/strong> \u00a0side \u00a0of \u00a0the \u00a0sales \u00a0executive \u00a0role \u00a0that \u00a0will \u00a0ultimately \u00a0make \u00a0you \u00a0or \u00a0break \u00a0you \u00a0as \u00a0an \u00a0 executive.<\/p>\n<h2><strong>4\u00a0<\/strong><strong>Keys to Success as a Sales Executive \u00a0<\/strong><\/h2>\n<p>When \u00a0sales \u00a0teams \u00a0underperform, \u00a0companies \u00a0often \u00a0struggle \u00a0to \u00a0find \u00a0the \u00a0root \u00a0causes \u00a0of \u00a0the problem. So, \u00a0in \u00a0 search of \u00a0answers, pricing \u00a0strategies \u00a0are \u00a0dissected. \u00a0Marketing \u00a0plans \u00a0are scrutinized. Software \u00a0is \u00a0replaced.<\/p>\n<p>In \u00a0my \u00a0experience, \u00a0however, \u00a0the \u00a0problem \u00a0is \u00a0usually \u00a0not \u00a0price \u00a0or \u00a0product \u00a0or \u00a0marketing \u00a0or \u00a0tools. Sure, \u00a0those \u00a0 things may \u00a0need to \u00a0be \u00a0addressed, \u00a0but \u00a0the \u00a0causes \u00a0of \u00a0underperformance \u00a0are \u00a0often systemic \u00a0and\/or \u00a0 structural.<\/p>\n<p>And \u00a0this \u00a0is \u00a0where \u00a0sales \u00a0<em>leadership<\/em> \u00a0is \u00a0extraordinarily \u00a0important. \u00a0Why? \u00a0Because \u00a0the \u00a0leader \u00a0is directly \u00a0 responsible for \u00a0the systemic \u00a0problems.<\/p>\n<p>Worse, \u00a0he \u00a0or \u00a0she \u00a0is \u00a0often \u00a0the \u00a0direct \u00a0cause \u00a0of \u00a0the \u00a0problem.<\/p>\n<p>Let\u2019s \u00a0look \u00a0at \u00a0four \u00a0leadership \u00a0\u2018secrets\u2019 \u00a0you \u00a0need \u00a0to \u00a0address \u00a0to \u00a0be \u00a0successful \u00a0in \u00a0the \u00a0Sales \u00a0Executive role.<\/p>\n<h3>1. \u00a0Acquiring and developing talent is far and away the most critical element of \u00a0your \u00a0job.<\/h3>\n<p>Big \u00a0secret, \u00a0huh? \u00a0Like \u00a0you \u00a0don\u2019t \u00a0know \u00a0this \u00a0already.<\/p>\n<p>But, \u00a0even \u00a0recognizing \u00a0the \u00a0critical \u00a0importance \u00a0of \u00a0identifying \u00a0and \u00a0recruiting \u00a0top \u00a0talent, \u00a0how \u00a0many \u00a0 organizations \u00a0do \u00a0it \u00a0well? The \u00a0answer \u00a0is \u00a0very, \u00a0very \u00a0few. \u00a0Sales \u00a0teams \u00a0are \u00a0rife \u00a0with \u00a0average \u00a0players \u00a0 with \u00a0loads \u00a0of \u00a0excuses.<\/p>\n<p>Whose \u00a0fault \u00a0is \u00a0that?<\/p>\n<p>You \u00a0hire \u00a0reactively. \u00a0You \u00a0have \u00a0no \u00a0strategy \u00a0for \u00a0identifying \u00a0and \u00a0acquiring \u00a0great \u00a0players. \u00a0Your \u00a0on-\u00ad boarding methodology \u00a0is almost \u00a0non-\u00adexistent. \u00a0You \u00a0constantly \u00a0complain \u00a0that \u00a0you \u00a0don\u2019t \u00a0have \u00a0time \u00a0 to \u00a0train \u00a0your \u00a0people.<\/p>\n<p>Bottom \u00a0line, \u00a0this \u00a0is \u00a0a \u00a0leadership \u00a0function. \u00a0Which \u00a0means \u00a0if \u00a0you \u00a0don\u2019t \u00a0do \u00a0it, \u00a0nobody \u00a0else \u00a0will. \u00a0So, if you \u00a0want \u00a0to jump \u00a0to \u00a0the top \u00a0of \u00a0the \u00a0class, \u00a0make \u00a0this \u00a0your \u00a0most \u00a0important \u00a0priority \u00a0and \u00a0focus \u00a0on it every \u00a0single \u00a0day.<\/p>\n<p><strong>Identify. \u00a0Recruit. \u00a0Hire. On-\u00adboard. \u00a0Train. \u00a0[And \u00a0repeat]<\/strong><\/p>\n<p>[bctt tweet=\u201dYou don\u2019t win championships with average talent. \u201c]<\/p>\n<p>And, \u00a0not \u00a0surprisingly, \u00a0average \u00a0leaders \u00a0don\u2019t \u00a0develop \u00a0great \u00a0salespeople.<\/p>\n<h3><strong>2<\/strong><strong>.<\/strong><strong> \u00a0<\/strong><strong>How \u00a0you \u00a0deal \u00a0with \u00a0sub-\u00adpar \u00a0performance \u00a0will \u00a0define \u00a0you \u00a0as an \u00a0executive. \u00a0<\/strong><\/h3>\n<p>Since \u00a0talent \u00a0is \u00a0so \u00a0important \u00a0to \u00a0your \u00a0success \u00a0(see \u00a0No. \u00a01), \u00a0the \u00a0way \u00a0in \u00a0which \u00a0you \u00a0manage \u00a0poor \u00a0 performance \u00a0is critical.<\/p>\n<p>But, \u00a0since \u00a0most \u00a0sales \u00a0managers \u00a0are \u00a0completely \u00a0underwater \u00a0with \u00a0all \u00a0the \u00a0management \u00a0tasks \u00a0they \u00a0 are \u00a0required \u00a0to complete, their \u00a0most \u00a0common \u00a0complaint \u00a0is \u00a0that \u00a0they \u00a0have \u00a0little \u00a0or \u00a0no \u00a0time \u00a0to coach, \u00a0 train, \u00a0and \u00a0address performance.<\/p>\n<p>And \u00a0this \u00a0is \u00a0a \u00a0<span style=\"text-decoration: underline;\">HUGE<\/span> \u00a0mistake.<\/p>\n<p>Where \u00a0performance \u00a0issues \u00a0exist, \u00a0managers \u00a0\u2013 \u00a0especially \u00a0new \u00a0or \u00a0inexperienced \u00a0managers \u00a0\u2013 \u00a0often \u00a0 struggle \u00a0to address \u00a0those issues. \u00a0The \u00a0conflict \u00a0is \u00a0very \u00a0real, \u00a0and \u00a0most \u00a0people \u00a0don\u2019t \u00a0enjoy \u00a0the \u00a0 confrontation \u00a0that \u00a0is \u00a0necessary \u00a0to talk \u00a0candidly \u00a0about sub-\u00adpar \u00a0performance.<\/p>\n<p>So, \u00a0they \u00a0employ \u00a0a \u00a0number \u00a0of \u00a0non-\u00adconfrontational \u00a0approaches, \u00a0including \u00a0sticking \u00a0their \u00a0heads \u00a0in the sand \u00a0and hoping \u00a0things will \u00a0get \u00a0better.<\/p>\n<p>But \u00a0allowing \u00a0underperformers \u00a0to \u00a0remain \u00a0on \u00a0the \u00a0sales \u00a0team \u00a0is \u00a0damaging \u00a0from \u00a0a \u00a0number \u00a0of \u00a0 perspectives. \u00a0Overall team performance \u00a0suffers. \u00a0Top \u00a0performers \u00a0resent \u00a0it. \u00a0And \u00a0your \u00a0leadership \u00a0 credibility \u00a0suffers \u00a0dramatically.<\/p>\n<p><strong>Remember \u00a0this \u00a0critical \u00a0message: <\/strong>\u201cA\u201d players want to play on winning teams, and they won\u2019t stick around very long with average leaders.<\/p>\n<h3><strong>3<\/strong><strong>.<\/strong> <strong>\u00a0Creating \u00a0a \u00a0\u2018no \u00a0excuses\u2019 \u00a0culture \u00a0is \u00a0critical \u00a0to success. \u00a0<\/strong><\/h3>\n<p>If \u00a0you\u2019ve \u00a0been \u00a0in \u00a0sales \u00a0management \u00a0more \u00a0than \u00a0a \u00a0few \u00a0months, \u00a0you\u2019ve \u00a0heard \u00a0the \u00a0excuses:<\/p>\n<ul>\n<li>My \u00a0territory \u00a0(or \u00a0market) \u00a0is \u00a0different.<\/li>\n<li>The \u00a0economy \u00a0is \u00a0killing \u00a0me.<\/li>\n<li>Our \u00a0prices \u00a0are \u00a0too \u00a0high.<\/li>\n<li>The \u00a0competition \u00a0is \u00a0giving \u00a0it \u00a0away.<\/li>\n<li>I \u00a0have \u00a0to \u00a0spend \u00a0too \u00a0much \u00a0time \u00a0with \u00a0our \u00a0CRM \u00a0software.<\/li>\n<\/ul>\n<p>That\u2019s \u00a0just \u00a0for \u00a0starters. \u00a0<a href=\"\/unacceptable-excuses-sales-reps\/\" rel=\"noopener noreferrer\" target=\"_blank\">There \u00a0are \u00a0plenty \u00a0more.<\/a><\/p>\n<p>Leadership \u00a0is \u00a0often \u00a0about \u00a0distinguishing \u00a0between \u00a0the \u00a0very \u00a0real \u00a0obstacles \u00a0that \u00a0impact \u00a0success, \u00a0and \u00a0 those \u00a0excuses that \u00a0serve only \u00a0to \u00a0mask \u00a0poor \u00a0performance.<\/p>\n<p>It \u00a0is \u00a0critical \u00a0to \u00a0understand \u00a0that \u00a0allowing \u00a0salespeople \u00a0to \u00a0use \u00a0excuses \u00a0and \u00a0blame \u00a0circumstances \u00a0for \u00a0 their \u00a0failures will \u00a0quickly define \u00a0your \u00a0sales \u00a0culture. \u00a0And \u00a0excuses \u00a0make \u00a0it \u00a0almost \u00a0impossible \u00a0to \u00a0 identify \u00a0and \u00a0address \u00a0the \u00a0actual issues \u00a0that \u00a0impact sales performance.<\/p>\n<p>Having \u00a0been \u00a0in \u00a0sales \u00a0for \u00a0more \u00a0than \u00a0three \u00a0decades, \u00a0I \u00a0know \u00a0that \u00a0there \u00a0are \u00a0any \u00a0number \u00a0of \u00a0factors \u00a0 that \u00a0can adversely \u00a0impact results. \u00a0No \u00a0question. \u00a0But \u00a0the \u00a0primary \u00a0difference \u00a0between \u00a0top \u00a0 performers \u00a0and \u00a0pretenders \u00a0are how they \u00a0respond \u00a0to \u00a0those factors.<\/p>\n<p>Great \u00a0players \u00a0find \u00a0ways \u00a0to \u00a0win. \u00a0They \u00a0refuse \u00a0to \u00a0be \u00a0deterred \u00a0by \u00a0anything. \u00a0They \u00a0take \u00a0personal \u00a0 responsibility \u00a0for their \u00a0own success.<\/p>\n<p>And \u00a0great \u00a0sales \u00a0executives \u00a0make \u00a0that \u00a0trait \u00a0a \u00a0non-\u00adnegotiable \u00a0part \u00a0of \u00a0their \u00a0sales \u00a0culture.<\/p>\n<h3>4. Creating \u00a0competition \u00a0is \u00a0critical\u037e \u00a0creating \u00a0silos \u00a0will \u00a0crush \u00a0you.<\/h3>\n<p>There \u00a0seems \u00a0to \u00a0be \u00a0a \u00a0significant \u00a0trend \u00a0towards \u00a0not \u00a0posting \u00a0sales \u00a0numbers \u00a0or \u00a0even \u00a0publicly \u00a0 recognizing \u00a0top \u00a0performers. Which \u00a0is, \u00a0as \u00a0plainly \u00a0as \u00a0I \u00a0can \u00a0put \u00a0it, \u00a0ridiculous.<\/p>\n<p>If \u00a0that \u00a0is \u00a0your \u00a0practice \u00a0as \u00a0a \u00a0sales \u00a0executive, \u00a0you \u00a0can \u00a0rest \u00a0assured \u00a0that \u00a0\u201ccompetitors\u201d \u00a0\u2013 \u00a0people who are \u00a0motivated to \u00a0compete and \u00a0win \u00a0\u2013 \u00a0will \u00a0work \u00a0somewhere \u00a0else.<\/p>\n<p>Sales \u00a0is, \u00a0by \u00a0definition, \u00a0a \u00a0competition. \u00a0When \u00a0your \u00a0team \u00a0wins, \u00a0everyone \u00a0else \u00a0loses. \u00a0And \u00a0when \u00a0your \u00a0 competition wins, \u00a0there is no \u00a0consolation \u00a0prize \u00a0for \u00a0second \u00a0place.<\/p>\n<p>Creating \u00a0a \u00a0team \u00a0that \u00a0<em>co<\/em><em>m<\/em><em>pe<\/em><em>tes<\/em> \u00a0is \u00a0absolutely \u00a0critical. \u00a0Salespeople \u00a0need \u00a0to \u00a0be \u00a0willing \u00a0to \u00a0do \u00a0 whatever \u00a0it \u00a0takes \u00a0\u2013 legally, ethically, \u00a0and \u00a0morally. \u00a0They \u00a0need \u00a0to \u00a0be \u00a0willing \u00a0to \u00a0work \u00a0whatever hours \u00a0 are \u00a0necessary \u00a0and \u00a0improve \u00a0their knowledge \u00a0and skills \u00a0as \u00a0circumstances \u00a0demand.<\/p>\n<p>They \u00a0need \u00a0to \u00a0be \u00a0driven \u00a0to \u00a0compete \u00a0and \u00a0win.<\/p>\n<p>However, \u00a0allowing \u00a0that \u00a0competition \u00a0to \u00a0create \u00a0organizational \u00a0silos \u00a0will \u00a0quickly \u00a0result \u00a0in \u00a0enormous \u00a0 problems. Competition needs \u00a0to \u00a0external, \u00a0not \u00a0internal.<\/p>\n<p>If \u00a0you \u00a0are \u00a0not \u00a0aware \u00a0of \u00a0the \u00a0tendencies \u00a0of \u00a0salespeople \u00a0to \u00a0do \u00a0horde \u00a0resources, \u00a0monopolize \u00a0assets, \u00a0 and \u00a0create internal conflicts \u00a0in \u00a0an \u00a0attempt \u00a0to \u00a0get \u00a0ahead, \u00a0you \u00a0haven\u2019t \u00a0been \u00a0managing \u00a0long.<\/p>\n<p>As \u00a0a \u00a0leader, \u00a0you \u00a0should \u00a0create \u00a0a \u00a0culture \u00a0that \u00a0recognizes \u00a0and \u00a0rewards \u00a0individuals \u00a0who \u00a0play \u00a0to \u00a0win. Post \u00a0your numbers. Celebrate \u00a0wins. \u00a0Give \u00a0most \u00a0of \u00a0your \u00a0attention \u00a0to \u00a0the \u00a0players \u00a0on \u00a0your \u00a0team \u00a0who have \u00a0a \u00a0burning \u00a0desire \u00a0to be \u00a0at \u00a0the \u00a0top \u00a0of \u00a0the charts.<\/p>\n<p>But \u00a0don\u2019t \u00a0ever \u00a0allow \u00a0individual \u00a0competition \u00a0to \u00a0create \u00a0silos \u00a0inside \u00a0the \u00a0company.<\/p>\n<p>-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad-\u00ad<\/p>\n<p><strong><em>For<\/em><\/strong><strong><em> \u00a0<\/em><\/strong><strong><em>m<\/em><\/strong><strong><em>ore<\/em><\/strong><strong><em> \u00a0<\/em><\/strong><strong><em>information on Kelly,<\/em><\/strong><strong><em> \u00a0<\/em><\/strong><strong><em>v<\/em><\/strong><strong><em>isit<\/em><\/strong><strong><em> \u00a0<\/em><\/strong><a href=\"https:\/\/www.BizLockerRoom.com\/\" rel=\"noopener\" target=\"_blank\"><strong><em>www<\/em><\/strong><strong><em>.BizLockerRoom.com.<\/em><\/strong><\/a><strong>\u00a0\u00a0<\/strong><\/p>\n<p>To purchase his book <span class=\"s1\"><i>1-on-1 Management: What Every Great Manager Knows That You Don\u2019t, <a href=\"https:\/\/bizlockerroom.com\/books\/1-on-1-management\" rel=\"noopener noreferrer\" target=\"_blank\">click here<\/a>.\u00a0<\/i><\/span><\/p>\n<p>To purchase his book\u00a0<span class=\"s1\"><i>Quit Whining and Start SELLING: A Step-by-Step Guide to a Hall of Fame Career in Sales, <a href=\"https:\/\/bizlockerroom.com\/books\/\" rel=\"noopener noreferrer\" target=\"_blank\">click here.<\/a>\u00a0<\/i><\/span><\/p>\n<p> relpost-thumb-wrapper <\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both\"><\/div>\n<div style=\"clear: both\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\"><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/5-ways-top-performing-salespeople-are-different-from-the-rest\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"Top Performing Salespeople are Different From the Rest\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2017\/05\/Top-5-Ways-Top-Performing-Salespeople-are-Different-From-the-Rest-150x150.png) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">5 Ways Top Performing Salespeople Are Different From the Rest [Video]<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/21-reasons-top-salespeople-leave\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"Why Your Sales Reps are Leaving\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2017\/01\/Why-Your-Sales-Reps-are-Leaving-1-150x150.png) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">21 Reasons Why Your Best Sales Reps Are Leaving [Infographic]<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-train-sales-team\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-hidden=\"true\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2023\/09\/train-sales-team-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">7 Tips on How to Train Your Sales Team for Success \u2014 And Measure Your Results<\/div>\n<\/div>\n<p><\/a><\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/div>\n<p> close relpost-thumb-wrapper <\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display:block\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" width=\"80\"\/><\/div>\n<div class=\"abh_social\"> <\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><\/div>\n<div class=\"description note abh_description\"><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" width=\"80\"\/><\/div>\n<div class=\"abh_social\"> <\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/sales-follow-up-statistics\/\">31 Must-Know Sales Follow-Up Statistics for 2024 Success<\/a><span> &#8211; December 21, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/7-success-characteristics-that-define-top-performers\/\">7 Success Characteristics That Define Top Performers<\/a><span> &#8211; December 19, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/5-reasons-your-top-employees-quit-stop-doing-this-to-stop-them-leaving\/\">5 Reasons Your Top Employees Quit (Stop Doing This to Stop Them Leaving)<\/a><span> &#8211; December 14, 2023<\/span> <\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div><\/div>\n<p><span class=\"et_social_bottom_trigger\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>The \u00a0interesting \u00a0thing \u00a0about \u00a0management \u00a0is \u00a0that \u00a0the \u00a0role \u00a0is \u00a0commonly \u00a0misunderstood. Stop \u00a0and \u00a0think \u00a0about \u00a0what \u00a0usually \u00a0gets \u00a0someone \u00a0promoted \u00a0to \u00a0a \u00a0management \u00a0position. \u00a0Typically, it\u2019s \u00a0the \u00a0 results\u00a0he \u00a0or \u00a0she created \u00a0in \u00a0a \u00a0previous \u00a0position. \u00a0In \u00a0other \u00a0words, \u00a0people \u00a0move \u00a0up \u00a0the corporate food chain based on knowledge, skill, or, most commonly, performance.<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/four-secrets-every-sales-executive-needs-to-know\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;Four Secrets Every (Sales) Executive Needs to Know&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[15],"tags":[],"class_list":["post-1299","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1299"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1299"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1299\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1299"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1299"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1299"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}