The days of telling sales people how to sell and how to do their jobs are over. https://youtu.be/Cx1F3wmbPUA Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT. The days of telling sales people how to sell and how to do their jobs are over. There is too much information out there. There are too many ways to skin the sales cat today; forcing your team to do it “YOUR WAY” is leaving money on the table and not the way to build a high-powered sales team. As a leader in today’s world, you need to learn how to ENABLE your team. You need to help them THINK about how THEY are going to get their number, not tell them what to do. How do you do this? How do you create success without telling people what to do? * YOU set the goal or quota – then . . . * Ask the sales person how they think they are going to get to it? * Evaluate their approach – challenge their assumptions, offer insight, share your opinion, * Let them execute to their plan, * Have a feedback loop, check on execution EVERY quarter * If the plan isn’t working, have them tell you how they are going to fix it * If it is working, pat yourself and them on the back; you’re winning without micromanaging. The goal isn’t to tell your team how to do their job. It’s to create an environment where you help them THINK about how they are going to do their job. It’s 2013, Glengarry Glen Ross doesn’t work. It’s about empowerment and enablement. If you’re still telling your sales people how to do their job…STOP IT!