The Mindset of a Great Sales Leader

This past week, one of our coaches had a team of Business-to-Business salespeople as well as the owner of the company in our training room. I could overhear what was going on.

The leader and owner of the business were beginning to raise his voice in a positive way. He said something to the effect of, "Look, guys, we're going out into the field and we're doing a free estimate. That free estimate costs us about $1500 every time we do one. We get more accomplished in that estimate than any of our competitors and we're bringing tremendous value to them by being there. On top of that, we know that less than half of the companies we visit are qualified to do business with us. You've got to remember, it's a privilege to work with us, and it's our job to go out there and qualify them every bit as hard if not harder than they qualify us!"

I couldn't help myself...

I opened the door to my conference room where I was sitting, walked down the hall, into the training room, gave him a high five and walked back into the office.

Folks, this is a mindset. This is the mindset of great salespeople and for that matter, great leaders.

Great salespeople know that their job is as much to qualify as it is to sell. Great leaders lead. They inspire others. They set a vision and they set the example.

If you're interested in learning how you can get that same conviction and instill it into your sales team, contact us http://www.salesengine.sandler.com or 770-475-2799.