Post on 15-Mar-2018
Sales Leadership
Practices
That do more harm than good!
@icarolemahoney #SalesXperts
About me
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts
Agenda
Common harmful sales leadership practices
What impact they have on front line sales
Why & how it’s harmful & what to do about it
How changing them will improve results@icarolemahoney #SalesXperts
Harmful Sales Practices
● Disappearing Quotas
● Mandatory Desk Duty
● One Size Fits Everything
● Discounting
● Reactive “coaching”
● Answer Machines@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
1
#mindsetmatters
Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
Disappearing Quotas
@icarolemahoney #SalesXperts
Mandatory Desk Duty
@icarolemahoney #SalesXperts
One Size Fits Everything
@icarolemahoney #SalesXperts
Discounting
@icarolemahoney #SalesXperts
1
Source: Sales Executive Council
@icarolemahoney #SalesXperts
1
Answer Machines
Impact on Revenue
@icarolemahoney #SalesXperts
● Increase average deal size by 34%
● Decrease in sales cycle by 50%
● Double overall sales
● 4 to 1 returns
Go ahead, ask me...
Carole Mahoney
e@carolemahoney.com
linkedin.com/in/carolemahoney
www.unboundgrowth.com
@icarolemahoney #SalesXperts