Posted by Ken Eiken, Advisory Council Member of the EcSell Institute
"Give me a lever long enough and a place to stand, and I will move the world." - Archimedes 230 BC
Archimedes is describing a basic tool that is used everywhere: the lever. He proved mathematically that with a long enough lever, ANYONE can move the world.
For me, what Archimedes demonstrates is that tools amplify the strength of a single person to do incredible things! Each of us uses tools to do our jobs better. For example, I am typing this article on my computer which is correcting my spelling and grammatical errors while I write!
Now, when we talk about "sales tools", what generally comes to mind are things that we buy or create to improve an individual's sales performance. Sales playbooks, customer "leave behinds" and CRM system are sales tools designed to amplify the results of a sales person.
However, there is another category of sales tool which we as sales leaders tend not to employ as effectively - coaching to develop our team members. There are a number of tools in this "coaching category":
Annual Performance Goals
- Regular One-on-Ones
- Customer Visit Ride "Alongs"
- Role Playing Exercises
- Annual Performance Reviews
The names you use for these events may vary from what I've written here, and you may have other methods to develop your people. If so, I'd love to hear about them!
My intention is to spend some time over the next few weeks facilitating discussion on how to use these various coaching tools. I hope this will become a dialogue among all of us sales leaders. By working together we can raise the performance of all of our sales teams.
Remember, if nobody moves the lever, nothing happens!
Your fellow student of leadership -- Ken