What it takes to win | Sales Approach

Sales approach, what does it take to win? Watch or listen here for top tips.

Sales approach, what does it take to win?

In this video, Michael Leidman, Executive General Manager for Civil Consumables at Jaybro Group, discusses effective sales strategies that have fueled significant growth in their business.

Michael emphasises the importance of focusing on controllable factors, executing tasks diligently, and maintaining a strong growth mindset to achieve sales success. He draws parallels between sports coaching methodologies and sales management, promoting a process-focused approach rather than an obsession with results, which can enhance team engagement and effectiveness.

Key Takeaways:

Control the Controllables

Michael stresses the significance of focusing on what can be managed daily, rather than fixating on the outcome or scoreboard. Drawing inspiration from successful sports teams, he advocates for concentrating efforts on controllable actions like making more calls and improving customer engagement.

Execution Over Results

Michael emphasizes that instead of chasing numbers directly, sales teams should prioritise executing their daily activities with excellence. By honing their skills and focusing on quality interactions with clients, the sales results will naturally follow.

Learning and Growing Mindset

At Jaybro, there's a strong emphasis on continuous learning and development. New team members are encouraged to grow within the company rather than coming from external sources, fostering an internal culture of improvement and speed in customer responsiveness.

The Process Approach

Michael compares successful coaching strategies with sales management, highlighting that focusing on processes, such as disciplined execution of tasks, can ultimately lead to better results. He illustrates this through the example of football coach Nick Saban, who prioritises executing specific plays over winning titles.

Accountability through Regular Meetings

He outlines a structure for accountability that includes regular team meetings focused on important goals. Each weekly meeting encourages team members to commit to actionable steps that directly impact their performance metrics, fostering ownership and engagement.

Thank you Michael Liebmann for such a great session!