Vince Burruano: Thinking Outside of the Box

I’m currently working with several companies dealing with sales team crises. One company has had three hires for the sales team without any success. Another has had a sales manager who was successful pre-COVID and finds the current business landscape so difficult, he’s no longer able to lead. I invited Vince to give us a snapshot of his innovative approaches to building a successful sales team. Vince is a lifelong learner who is a student of leadership. This was a valuable hour for picking up new ideas. Vince shared these common problems: Responsible for both running the business and being the Chief Sales and Revenue Officer. Should you add a professional sales manager to the team? Limited time to coach and mentor current sales staff – talent recruitment and development is critical. Driving profitable revenue growth. Expand your current business – new markets and/or business lines. Getting the sales, and overall, culture right. Here are Vince’s points for you to consider: - You cannot do it all – evaluate your business and see if adding a sales leadership position (manager) makes sense. How else can you empower and delegate responsibilities while still achieving the results you expect? - Your people are the key to business growth and success – are you giving them the tools to do their best work? How are you developing them? Are they creating the client experience you want? Do you have a defined and written sales process? Have you identified the best way to engage prospects and help them through the buying journey to realize profitable revenue for your business? -Are you the leader you need to be? Manager vs. Leader – Managers do things right while leaders focus on doing the right things well. Are you inspiring others to be their best? Is your why believable? Are you developing new leaders in your company? Leaders are always in short supply and they are the cornerstone of all future growth.