Sales Coaching Blog

How Sales Leaders Can "Shift Their Brilliance"

Posted by Will Kloefkorn

April 29, 2016

thumb_IMG_5786_1024-710966-edited.jpgEarlier this month Simon T. Bailey, the former sales director for the Disney Institute and founder of Brilliance Institute, captivated the EcSell Institute summit attendees with an inspiring message; every one of us is Brilliant! Simon spoke with an authenticity that cannot be mimicked and he also showed a healthy amount of humility about his career path, personal evolution as well as business successes and failures.

An epiphany that Simon had along his path, one that I assume can resonate with most everyone reading this blog, is that a job is what you are paid to do, but releasing your brilliance is what you are made to do. When you can align your passion and talent with what you get paid to do, that is when you have the opportunity to change the world. In today’s sales climate, more than ever before, it is incumbent on the sales leader and the sales producer to work together to find where the sales reps' brilliance can be found.

Many of Simon’s profound statements and best practices are rooted in research and the years of work he has done with companies such as Disney, Microsoft, Cigna, Wal-Mart, Mass Mutual, etc. It was easy to find yourself captivated, at times overwhelmed, due to his incredible stories and gregarious personality. I struggled to keep up taking notes, but below are 3 items I found very insightful and are very much important to being an effective sales coach or leader in today’s world.

1) Vuja De

A term coined by the late comedian George Carlin that is an opposite of Déjà vu. If Déjà vu is “been there, done that” then Vuja De means “going there, doing that”. Having strong Vuja De is the ability to look at what everyone else sees, but to understand it differently. For example, in the sales coaching world every executive sales leader knows they are responsible for hitting their number, but the leaders with great Vuja De see their sales management team as a way to grow sales, not just their sales producers. Or knowing that coaching drives performance, but viewing the role of a coach as a strategic position not simply a verb or interaction. In order to have strong Vuja De, one must first understand that they have an emotional equity in the way they’ve always done it, and then they must give way to that emotion.

2) 90-day discussions

In order to help people find their brilliance, companies need to get rid of the annual performance review and adapt an on-going 90-day discussion format between coaches and their teams. These discussions should focus on four key components: (1) What have I been doing, (2) why am I here, (3) what can I do, (4) where am I going. Not only will this build strong relationships and provide valuable insight for both the coach and team members, this will ensure that performance issues are always corrected in real time and there will be no surprises at the end of the year.

3) Purpose before profit

In the next decade, the firms that put purpose before profit will win the future. Perhaps one of the biggest and most admirable changes that the Millennial generation will bring to the work place is their non-negotiable desire to fulfill a higher purpose more than just collecting a paycheck and growing a company’s bottom line. "What does the company stand for" and "how good of a coach is my direct manager" are the two questions Millennials will be asking.

If you have some spare time watch some of Simon's videos on YouTube because you will learn something and even via the internet you will find his personality infectious. The EcSell community is now stronger thanks to Simon joining us in Las Vegas.



 



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Topics: Sales Coaching Summit, sales leadership, sales leadership best practices

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