Four key steps

How sales leaders can be better than before

What a crazy time we are all experiencing.

Right now, getting back to basics is most important. It is not and will not be business as usual right away. As leaders, you need to do the right thing to create an atmosphere of support with processes.

Right now, being a true leader is important for the repair of your organization. Your team is looking to you for signs of what to do in this new normal.

There are opportunities in this environment as well. Some of your team will return, some won’t. To get things back to better than what they were is possible if you follow these four steps:

Recruiting: The ability to attract and retain the best is imperative for the success of an organization. Recruitment should be an ongoing process and should never wait for a need. There is always a need for someone better than your best person, isn’t there?

Coaching: Coaching is always teaching, rarely telling. Teaching is helping subordinates self-realize the answer on their own and not always blurting out the answer for them. The old adage, “Give someone a fish, they eat for a day; teach them how to fish, they eat for a lifetime.” There is a real pride in workers coming up with answers on their own, which is what we all strive for in an employee.

Accountability: Creating a clear and detailed written plan that involves a 30-60-90-day written goal that not only involves revenue goals but behavior goals as well. Behavior goals are the action steps that are taken to prospect daily, weekly and monthly.

Motivating: Understanding what motivates each individual is what will elevate them to the next level. Motivation is different for each individual and a true leader knows how to unlock it.

Only a great leader, not just a manager, can quickly get back to and push through to the next level of success right now.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is the author of “To Sell is NOT to Sell.” For more information or free sales tips, go to and sign up for “GretaNomics,” or email sales questions to

Greta Schulz
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