Focus on These Two Behaviors to Make Your Sales Team Stronger

While working closely with high performing sales leaders, we have noticed two key behaviors that we consistently see: 1) builds a strong sense of team; and 2) instills accountability. These two behaviours directly impacted sales team effectiveness. At Fusion, we noticed they were so effective that we adopted these behaviors ourselves.

The concept is called Heads and Tails. How does it work? The first part, Heads, is a gathering at the beginning of the day with your entire sales team, where you ask them a few key questions:

  1. What are a couple of goals that are really important to you today that you must get done?
  2. What help do you need from me, or from the team? This question creates a real sense of team.

That’s Heads. It should be done quickly—ten minutes or less. It has to have a pace to it.

Now, fast-forward to the end of the day for Tails. Here you gather the team again to ask a few follow-up questions:

  1. How did you do against the goals that you set for yourself?
  2. Do you have a green flag (something you did well)?
  3. Do you have a red flag (something you could have done better)?
  4. Did you learn something?

Not all members of your team will have a key learning, but getting a few other perspectives or key insights from the rest of the group will help everyone.

“Heads” provides focus for the day and builds a sense of team. “Tails” instills accountability by making people responsible for what they want to do. Our suggestion, if you haven’t tried this before, is to try this for thirty days. Get commitment, and see what kind of impact that will have on instilling accountability with your team.

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

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About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

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  252. With havin so much written content do you ever run into any problems of plagorism or copyright infringement? My site has a lot of exclusive content I’ve either written myself or outsourced but it looks like a lot of it is popping it up all over the internet without my permission. Do you know any ways to help reduce content from being ripped off? I’d definitely appreciate it.

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  265. With havin so much written content do you ever run into any problems of plagorism or copyright infringement? My website has a lot of completely unique content I’ve either authored myself or outsourced but it seems a lot of it is popping it up all over the internet without my agreement. Do you know any techniques to help stop content from being ripped off? I’d definitely appreciate it.

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  312. Have you ever considered writing an ebook or guest authoring on other blogs? I have a blog centered on the same subjects you discuss and would really like to have you share some stories/information. I know my viewers would value your work. If you’re even remotely interested, feel free to send me an e-mail.

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  317. I know this if off topic but I’m looking into starting my own blog and was curious what all is required to get setup? I’m assuming having a blog like yours would cost a pretty penny? I’m not very internet smart so I’m not 100% sure. Any suggestions or advice would be greatly appreciated. Many thanks

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  320. Hi are using WordPress for your blog platform? I’m new to the blog world but I’m trying to get started and set up my own. Do you need any coding expertise to make your own blog? Any help would be really appreciated!

  321. Hello! I know this is kind of off topic but I was wondering if you knew where I could locate a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having difficulty finding one? Thanks a lot!

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  326. When I originally commented I clicked the “Notify me when new comments are added” checkbox and now each time a comment is added I get three emails with the same comment. Is there any way you can remove people from that service? Bless you!

  327. Hello! Do you know if they make any plugins to assist with Search Engine Optimization? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very good success. If you know of any please share. Thank you!

  328. Have you ever considered about adding a little bit more than just your articles? I mean, what you say is important and everything. But think about if you added some great images or video clips to give your posts more, “pop”! Your content is excellent but with pics and video clips, this blog could definitely be one of the greatest in its niche. Great blog!

  329. Have you ever considered publishing an e-book or guest authoring on other sites? I have a blog based on the same ideas you discuss and would love to have you share some stories/information. I know my audience would value your work. If you’re even remotely interested, feel free to send me an e mail.

  330. Appreciating the hard work you put into your website and detailed information you offer. It’s nice to come across a blog every once in a while that isn’t the same out of date rehashed information. Great read! I’ve saved your site and I’m including your RSS feeds to my Google account.

  331. Heya are using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and create my own. Do you require any html coding expertise to make your own blog? Any help would be really appreciated!

  332. I’m really enjoying the design and layout of your site. It’s a very easy on the eyes which makes it much more enjoyable for me to come here and visit more often. Did you hire out a developer to create your theme? Great work!

  333. I was wondering if you ever thought of changing the page layout of your site? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having one or 2 pictures. Maybe you could space it out better?

  334. Hello! Do you know if they make any plugins to assist with Search Engine Optimization? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very good gains. If you know of any please share. Appreciate it!

  335. Hi! I understand this is sort of off-topic however I had to ask. Does managing a well-established website like yours require a large amount of work? I am completely new to operating a blog but I do write in my journal everyday. I’d like to start a blog so I can easily share my personal experience and thoughts online. Please let me know if you have any kind of suggestions or tips for new aspiring blog owners. Thankyou!

  336. First of all I want to say great blog! I had a quick question in which I’d like to ask if you don’t mind. I was interested to find out how you center yourself and clear your thoughts prior to writing. I have had trouble clearing my thoughts in getting my ideas out there. I do enjoy writing however it just seems like the first 10 to 15 minutes tend to be wasted just trying to figure out how to begin. Any suggestions or tips? Thanks!

  337. Whats up this is somewhat of off topic but I was wondering if blogs use WYSIWYG editors or if you have to manually code with HTML. I’m starting a blog soon but have no coding expertise so I wanted to get advice from someone with experience. Any help would be greatly appreciated!

  338. Good day! Do you know if they make any plugins to help with SEO? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very good results. If you know of any please share. Kudos!

  339. Awesome blog! Do you have any tips for aspiring writers? I’m hoping to start my own blog soon but I’m a little lost on everything. Would you suggest starting with a free platform like WordPress or go for a paid option? There are so many choices out there that I’m totally overwhelmed .. Any suggestions? Thanks a lot!

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  343. With havin so much written content do you ever run into any problems of plagorism or copyright infringement? My site has a lot of exclusive content I’ve either authored myself or outsourced but it appears a lot of it is popping it up all over the internet without my permission. Do you know any ways to help reduce content from being ripped off? I’d truly appreciate it.

  344. Good day! I know this is kind of off topic but I was wondering if you knew where I could get a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having problems finding one? Thanks a lot!

  345. Hello there! I know this is somewhat off topic but I was wondering if you knew where I could find a captcha plugin for my comment form? I’m using the same blog platform as yours and I’m having trouble finding one? Thanks a lot!

  346. Howdy! Do you know if they make any plugins to safeguard against hackers? I’m kinda paranoid about losing everything I’ve worked hard on. Any recommendations?

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  350. I am really enjoying the theme/design of your blog. Do you ever run into any internet browser compatibility issues? A handful of my blog visitors have complained about my website not working correctly in Explorer but looks great in Chrome. Do you have any advice to help fix this problem?

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  368. Hello would you mind letting me know which web host you’re utilizing? I’ve loaded your blog in 3 completely different browsers and I must say this blog loads a lot faster then most. Can you recommend a good web hosting provider at a fair price? Thank you, I appreciate it!

  369. I have been browsing online more than 3 hours today, yet I never found any interesting article like yours. It is pretty worth enough for me. Personally, if all webmasters and bloggers made good content as you did, the web will be much more useful than ever before.

  370. Hi are using WordPress for your blog platform? I’m new to the blog world but I’m trying to get started and create my own. Do you require any html coding expertise to make your own blog? Any help would be really appreciated!

  371. Hi! I’m at work surfing around your blog from my new apple iphone! Just wanted to say I love reading through your blog and look forward to all your posts! Carry on the outstanding work!

  372. Howdy! I could have sworn I’ve been to this site before but after checking through some of the post I realized it’s new to me. Anyhow, I’m definitely delighted I found it and I’ll be bookmarking and checking back frequently!

  373. Howdy! Quick question that’s totally off topic. Do you know how to make your site mobile friendly? My site looks weird when viewing from my apple iphone. I’m trying to find a theme or plugin that might be able to fix this issue. If you have any suggestions, please share. With thanks!

  374. I’m not sure why but this web site is loading extremely slow for me. Is anyone else having this issue or is it a problem on my end? I’ll check back later and see if the problem still exists.

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  376. Hi! Do you know if they make any plugins to assist with Search Engine Optimization? I’m trying to get my blog to rank for some targeted keywords but I’m not seeing very good gains. If you know of any please share. Thank you!

  377. Hey just wanted to give you a quick heads up. The text in your content seem to be running off the screen in Internet explorer. I’m not sure if this is a formatting issue or something to do with browser compatibility but I thought I’d post to let you know. The layout look great though! Hope you get the problem solved soon. Cheers

  378. Please let me know if you’re looking for a writer for your site. You have some really good articles and I believe I would be a good asset. If you ever want to take some of the load off, I’d absolutely love to write some articles for your blog in exchange for a link back to mine. Please blast me an e-mail if interested. Thanks!

  379. Hmm it seems like your blog ate my first comment (it was super long) so I guess I’ll just sum it up what I had written and say, I’m thoroughly enjoying your blog. I too am an aspiring blog writer but I’m still new to the whole thing. Do you have any points for beginner blog writers? I’d really appreciate it.

  380. Today, I went to the beachfront with my kids. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She put the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is entirely off topic but I had to tell someone!

  381. I’m really enjoying the theme/design of your website. Do you ever run into any internet browser compatibility problems? A couple of my blog audience have complained about my blog not working correctly in Explorer but looks great in Opera. Do you have any advice to help fix this problem?

  382. Have you ever thought about publishing an e-book or guest authoring on other sites? I have a blog based on the same information you discuss and would really like to have you share some stories/information. I know my viewers would value your work. If you’re even remotely interested, feel free to send me an e mail.

  383. Hmm it appears like your blog ate my first comment (it was extremely long) so I guess I’ll just sum it up what I wrote and say, I’m thoroughly enjoying your blog. I as well am an aspiring blog blogger but I’m still new to everything. Do you have any suggestions for newbie blog writers? I’d genuinely appreciate it.

  384. With havin so much content do you ever run into any problems of plagorism or copyright violation? My website has a lot of unique content I’ve either authored myself or outsourced but it looks like a lot of it is popping it up all over the internet without my permission. Do you know any methods to help protect against content from being ripped off? I’d definitely appreciate it.

  385. Does your website have a contact page? I’m having problems locating it but, I’d like to send you an e-mail. I’ve got some ideas for your blog you might be interested in hearing. Either way, great website and I look forward to seeing it grow over time.

  386. Howdy! I know this is kind of off topic but I was wondering which blog platform are you using for this site? I’m getting fed up of WordPress because I’ve had problems with hackers and I’m looking at alternatives for another platform. I would be awesome if you could point me in the direction of a good platform.

  387. Hello there! This is kind of off topic but I need some guidance from an established blog. Is it hard to set up your own blog? I’m not very techincal but I can figure things out pretty quick. I’m thinking about making my own but I’m not sure where to begin. Do you have any ideas or suggestions? Many thanks

  388. Hi would you mind letting me know which hosting company you’re working with? I’ve loaded your blog in 3 completely different browsers and I must say this blog loads a lot quicker then most. Can you recommend a good internet hosting provider at a honest price? Cheers, I appreciate it!

  389. Excellent blog! Do you have any hints for aspiring writers? I’m planning to start my own site soon but I’m a little lost on everything. Would you advise starting with a free platform like WordPress or go for a paid option? There are so many options out there that I’m completely overwhelmed .. Any tips? Cheers!

  390. I do not know whether it’s just me or if perhaps everyone else encountering issues with your website. It appears as if some of the text on your posts are running off the screen. Can somebody else please comment and let me know if this is happening to them too? This could be a problem with my web browser because I’ve had this happen before. Thanks

  391. Today, I went to the beachfront with my kids. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is entirely off topic but I had to tell someone!

  392. Yesterday, while I was at work, my cousin stole my apple ipad and tested to see if it can survive a thirty foot drop, just so she can be a youtube sensation. My iPad is now destroyed and she has 83 views. I know this is completely off topic but I had to share it with someone!

  393. I’m truly enjoying the design and layout of your website. It’s a very easy on the eyes which makes it much more enjoyable for me to come here and visit more often. Did you hire out a designer to create your theme? Outstanding work!

  394. Today, I went to the beach front with my children. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is completely off topic but I had to tell someone!

  395. I am really loving the theme/design of your blog. Do you ever run into any internet browser compatibility problems? A handful of my blog visitors have complained about my site not operating correctly in Explorer but looks great in Firefox. Do you have any tips to help fix this issue?

  396. Hey would you mind letting me know which hosting company you’re utilizing? I’ve loaded your blog in 3 different web browsers and I must say this blog loads a lot faster then most. Can you recommend a good hosting provider at a fair price? Thanks a lot, I appreciate it!

  397. I’m curious to find out what blog platform you are using? I’m having some small security problems with my latest blog and I’d like to find something more risk-free. Do you have any recommendations?

  398. Does your website have a contact page? I’m having trouble locating it but, I’d like to shoot you an e-mail. I’ve got some suggestions for your blog you might be interested in hearing. Either way, great website and I look forward to seeing it grow over time.

  399. I love your blog.. very nice colors & theme. Did you design this website yourself or did you hire someone to do it for you? Plz respond as I’m looking to construct my own blog and would like to find out where u got this from. thanks

  400. I’m curious to find out what blog system you’re working with? I’m experiencing some small security problems with my latest site and I’d like to find something more secure. Do you have any recommendations?

  401. Have you ever thought about creating an ebook or guest authoring on other websites? I have a blog based on the same information you discuss and would love to have you share some stories/information. I know my readers would value your work. If you are even remotely interested, feel free to shoot me an e-mail.

  402. This design is incredible! You most certainly know how to keep a reader amused. Between your wit and your videos, I was almost moved to start my own blog (well, almost…HaHa!) Excellent job. I really loved what you had to say, and more than that, how you presented it. Too cool!

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  404. Yesterday, while I was at work, my cousin stole my iPad and tested to see if it can survive a thirty foot drop, just so she can be a youtube sensation. My iPad is now destroyed and she has 83 views. I know this is completely off topic but I had to share it with someone!

  405. Howdy are using WordPress for your blog platform? I’m new to the blog world but I’m trying to get started and create my own. Do you require any coding expertise to make your own blog? Any help would be greatly appreciated!

  406. Write more, thats all I have to say. Literally, it seems as though you relied on the video to make your point. You clearly know what youre talking about, why waste your intelligence on just posting videos to your site when you could be giving us something enlightening to read?

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