Tom Wallis’ Post

Your job should challenge you. You should be pushed out of your comfort zone, trying to get to the ‘next level’. If you aren't feeling this in your current role then you won't grow and develop. Salespeople, if you feel your boss is pushing you then that's a great thing! Make sure you are always learning and improving. If it's too comfortable and you are successful then great But think how far you could go if you were truly challenged. Sales leaders, make sure you are spending the time challenging your team and providing them with the opportunity to grow or they WILL move on. One of the biggest reasons salespeople tell me their decision for leaving or looking is that they don't find their role challenging/stimulating enough and feel they have stopped learning. Be creative and innovative to avoid your top reps leaving for this reason. It's a simple one to fix!

Most sales managers don't know what they are doing. And it’s not their fault. Here’s why- They get promoted from being a rep who is hitting their number, then are thrust into their new manager role and told to “go teach others what made you successful" Some of these people have strong sales skills (which got them promoted), but lack a few things: - Strong leadership skills - The ability to motivate or inspire - The ability to analyze and make data driven decisions - Open and willing to change on a dime While the managers that succeed early, do a few things very well: - They start with an open mind. They are open to new ideas, processes and tech that can improve their performance - They take constant feedback from those above AND below them - They listen to their team and find out what inspires them - They attract talent from inside and outside of their company - They never stop trying to learn Most managers come into the role and feel like "they have made it". The great managers know that their journey has just begun. What else would you add?

What are your career drivers? If you’re like me and worked in sales for a long time, this is an exercise worth circling back to. Having experienced burn-out in my head of sales seat this was something I had to do again recently. Here’s my drivers list ⛳️ 1. Innovation and creativity I love to find new ways to do things and help a team succeed. Being part of a team is core to this driver because the energy and initiative of other people fuels me to achieve 2. Leadership and responsibility. As the eldest of four 4️⃣ I’ve been trained for it 😂 but seriously I love to lead people on their journey no matter where they decide to go and I’ve been known to tell people: I don’t think this is the career for you - sometimes empowering others is the right thing to do 3. Company culture and values - this is probrably the most important corporate driver for me. I’m a huge believer in establishing and reinforcing values as they are guiding principles in a business - value driven culture removes emotions in business and gives people a framework to operate from 4. Work-life balance One I’ve yet to nail, I think the leader and responsible aspect of me takes over - but it is a driver and that’s why I shifted to sales enablement (although it can be more intense than in my IC seat at times 😂 💺) 5. Personal Growth A big one for me, if I’m not growing I’m dying and for me if this is not present it’s a deal breaker for me. 6. Compensation and benefits - this used to be my number 1. MONEY - but as I’ve got older and found ways to make more by adding more value, it’s something I know will come when I lean into 1-5 🥇🥳 Knowing yourself, your standards and your drivers will help you focus on your career path. An exercise worth revisiting. #sales #enablement

I know I was blessed to have been part of several supportive sales cultures over the last 12 years. Partly, to being given opportunities to be my genuine self while also being challenged to grow. However, lately I've heard more horror stories than usual of friends and former colleagues faced with incredibly difficult environments and disconcerting leadership. For instance, someone can be locked into the mission of an organization while also listening to opportunities outside of the organization that they feel could be better for their professional future and their family. PLEASE READ THAT AGAIN. Assuming someone is going to drop the ball is a foundation for destructive thoughts as a leader. One of the things I discovered to be profound was identifying with my team members where they hoped their career could go. This is done with questions, trust, and a genuine interest in developing people. Upon discovering a team member's "dream job" was not only realistic, but not that far from their reach, I looked to develop those needed skills - IN THEIR CURRENT ROLE - that would enhance their chances to achieve that dream; no matter if it was in our organization or not. If you're in a leadership position and want the absolute best out of your team members, I challenge you to take this approach. You'll likely see a level of care and drive that you've not gotten from them before. "This (company) is all we do/talk about! You're either with us or you're not!" It's not only rarely received well, but it is frankly false and comes from a scarcity mentality as opposed to a growth and opportunistic one.

🎴 Stick or twist? ‘I manage the top performing Sales team and I’d like to resign tomorrow. I know I need to leave but I’m worried being out of work will make it hard to find a new role.’   Are you doing a job you don’t like but concerned now is a bad time to make a career move? Or are you an anxious Sales Leader currently in between roles super motivated to make a dent in the universe?   You have nothing to worry about because over the past 20 years I’ve seen EVERYONE get a great new job sooner or later   STICK If you are cautious in nature or your track record is a little shaky recently TWIST If you are tolerant to taking risk or your track record is excellent #salesleaders

Thank you 📞Janet Efere Sales Expert for this great post. The Peter Principle is one of the concepts that I learned early in my career. My trial by fire as a Regional Manager in my mid-20s was a rude awakening. I was promoted well beyond my ability. I adapted, got to a point of proficiency, but the promotion was too early. Since then, I have taken a holistic and practical view when promoting staff. A great salesperson does not always make a great manager. As a leader, it is important to have comprehensive development plans that stretch people but don't move them too far beyond their personal goals and abilities. Research suggests that 82% of managerial appointments fail to meet the expectations of their organization within the first 18 months due to inadequate preparation and development. This highlights the critical need for deliberate and strategic development and promotion paths. #PeterPrinciple #LeadershipDevelopment #StaffPromotion #ManagementSkills #HolisticApproach #CareerGrowth #ProfessionalDevelopment #LeadershipChallenges #TalentManagement #EffectiveLeadership

### Seeking Opportunities: Let's Drive Success Together "Sales Prevention Officer" A title every business dreads. These silent assassins slowly erode your customer base, demoralizing staff, and driving up costs. "It’s not always what you know, but who you know!" – Anon No matter the size of your company, people make all the difference. Think about it: Have you ever had a great meal ruined by poor service? Or bought a shiny new car only to be disappointed by subpar after-sales service? These experiences can leave a bad taste and create a bumpy ride for your business. Are your phones no longer ringing? Have emails dried up? Are ideas to rejuvenate your business scarce while competitors gain ground? That's where I come in. With a diverse background in the automotive and aviation industries, I’ve tackled roles from technical positions to strategic planning and management. My experience has equipped me with a comprehensive skill set focused on adding value across all aspects of an organization, whether it's a small team or a large enterprise. If any of this resonates with you, let's have a conversation. What do you have to lose? Let's talk about enhancing your business performance! Together, we can transform challenges into opportunities for success. DM me for a chat #available #sales #consultant #job #aviationindustry #pilot #automotiveindustry #leadership #strategicplanning #businessgrowth

90% of sales careers, the next natural step is a Management role. Yet many fail to understand the realities of taking this step. 1: You lose direct deal control 2: You typically earn less than your top performers. 3: Being a top rep doesn't make you a great manager. 4: You now carry 8 quotas, not just 1. 5: You will likely have to work harder than ever before. If you're truly passionate about helping and enabling others to become the best versions of themselves. Whilst enabling your team to realise their personal and professional goals. Then points 1 - 5 become less relevant. But if any of those points made you pause. Then take a second and ask yourself some internal questions before making the leap. 🙏🏾

In the world of sales leadership, remember this: Life doesn't hand you your desires on a silver platter. Instead, it rewards you with what you truly deserve. There is no entitlement here. To truly excel in the art of selling or leading a team, you must relentlessly improve by investing lots of time and energy. When I began my journey as a sales recruit, I embraced a continuous cycle of applying my skills, learning, applying again, and learning more. Even as a sales manager, I maintained this unwavering commitment to growth. I won't sugarcoat it; learning new skills isn't a walk in the park. There are moments when you're tempted to pursue other paths. But in times of uncertainty, I persisted. I encountered numerous instances of delayed gratification. Success doesn't favor those who mindlessly follow the routine. It's all about a process of reflective iterations. This process involves executing, reflecting, innovating, making necessary changes, and then diving back into execution with conviction. Learn how you learn. At every iteration this yummy dish from Dad is getting better.