In this episode, Bryan explores why the best sales leaders focus as much on connecting with their people as they do on connecting with their customers.
Sales is often seen as an individual sport - everyone chasing their own numbers and commissions. But the real magic happens when leaders take time to understand each team member’s unique motivations and coach them accordingly.
Bryan shares how great leaders:
- Build individual connections with reps instead of one-size-fits-all coaching
- Dig into each person’s core motivators (hint: it’s not always money)
- Spend their coaching time strategically, focusing 80% of one-on-one effort on good performers with high potential
Pro tip: If you’re a salesperson, forward this episode to your sales manager. It might just change the way your team connects and performs.
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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
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