In looking at what drives outstanding sales performance, irrespective of industry, it is very easy to look at the surface level metrics, such as conversion rates, sales numbers, even the quality and experience of the sales executives. Whilst these metrics may be legitimate indicators of performance, we can often ignore  key triggers that enable sales leaders to unleash the potential of their sales teams.

In looking at the exceptional sales leaders, who oversee teams that drive outstanding and sustainable results, there is one discipline that they prioritise-which is a non negotiable. And whilst ‘every’ sales leader can specialise in this area, the vast majority of sales leaders will focus on this for a short time, and when the results start to roll in, they start to roll back on their focus. Not exceptional sales leaders. They make this discipline a key part of their daily agenda.