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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