Executive advisor and Growthly Group founder Oscar Chavez reveals in a recent Forbes op-ed his five pieces of advice for guiding sales teams to meet their quotas.
- Great sales leaders must be discovered—effort and passion are not enough to succeed.
- Great sales leaders must be focused on their objectives—able to follow the numbers, meet expectations, and plan around challenging logistics.
- Great sales leaders must be confident—able to inspire their teams and bring the best out of them.
- Great sales leaders understand that “it’s game time”—that they are athletes and coaches of business and need to approach work with those logistics in mind.
- Great sales leaders understand how to book meetings—they are marketers and wordsmiths who know how to communicate and work with clients.
Why It’s Important
As a successful advisor and entrepreneur, Chavez has had the opportunity to work with many large companies and financial institutions. As he notes, high-performance sales teams have a great deal of pressure, logistical challenges, and demand to meet their yearly goals and sales targets. Sales leaders need to be receptive to psychology and human behavior in order to guide their teams through these issues.
As an example, he discusses working with a health business and changing the wording to turn a normal landing page into the most popular page on the website.
“We changed the headline on the landing page to How To Lose Weight Without Giving Up Pizza Or Ice Cream. This was the highest converting page out of 10 different headlines. The secret wasn’t given away, neither was the ‘how.’ We just leveraged the ‘why,’ which is people love pizza and ice cream and don’t want to give that up. We knew one of the biggest pain points of that market and flipped that on its head in our marketing campaign,” says Chavez.
Presentation, confidence, and passion are vital to driving successful sales teams, and great salespeople are able to take these values a step further and understand what drives employees and clients alike to make the best out of their challenges.