One of the key areas I focus on when coaching and mentoring Sales Leaders is the behaviours and actions that must be taken in order to deliver exceptional results. Far too many sales leaders revert to driving relentless focus on the numbers often at the expense of the behaviours, which can often result in poor outcomes, or at best, short term spikes in performance.

If we are to oversee an exceptional team and become in the process an exceptional sales leader, then we must learn to step back and focus our attention on progress rather than perfection. However, there are 2 key things that we as sales leaders must get straight so that we can do this with confidence: 1) Define current reality & 2) Know our numbers. That’s the topic of today’s episode.