Does your sales force have a purpose? (Or do you just sell stuff?)
Shadowing hundreds of salespeople for a double-blind study on performance, sales leadership consultant Lisa McLeod made a significant discovery: Salespeople driven by a sense of purpose wildly outperformed those driven by quotas.
McLeod noticed that superstars didn't look at their quotas and ask, "How can I meet them?" They looked at their customers and asked, "How can I help them?" In McLeod's groundbreaking sales management book you'll discover why driving revenue is not the purpose of a sales force. It's the test of its effectiveness. Stellar performers don't just "sell stuff." They want to have an impact on their customer's lives. In her brilliant sales book, McLeod shows sales management leaders how to cultivate a sense of "noble purpose" in their team.
When spreadsheets are more important than the customer's condition, problems escalate for your sales team:
The questions change:
Instilling a sense of purpose drives revenue through the roof. This sales book is a blueprint for sales management leaders who want to discover their noble purpose and have it guide every decision they make.
©2013 Lisa Earle McLeod (P)2013 Audible, Inc.
I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.
When I started listening, I have to admit I was skeptical of the title. There was something about the title that both annoyed me and intrigued me. As I started to listen, it became clear that the central argument of book struck a core principle: If you believe in what you sell and are passionate about what impact it makes on your customer, you will be a better sales person – bingo. I believe this is true. McLeod goes on to discuss what she means by a noble purpose: Focus on what impact you make on your customer; how you are different than your competition; and, on your best day what do you love about your job.
McLead has spent over 10,000 hours interviewing top sales people and provides insight in how they motivate themselves and their customers. She is quick to point out the methodology she is espousing is not a marking ploy or a tagline; it is a way of thinking. I like the way she articulates ideas in a simple, straightforward manner. For example, purpose is the difference you are trying to make; mission is how you do it; and vision is what the world looks like after you finish the job.
This book will appeal to senior sales executives as well as those who manage senior sales executives. Although mid and junior sales professionals will find the ideas interesting and motivating, direction and change must come from the top. I give this easy listen a big thumbs up.
This book is very well done. It is changing how I work for my customers and how I sell. It is a huge game changer.
Lisa McLeod has hit the nail on the head when she talks about the "noble purpose" and everyone should take the time to find what theirs is. I truly believe implementing her tips will increase sales at my business.
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