by David Wuensch.

I believe there are five essential elements to successful Sales Management to increase revenues while helping your sales team get better:

  • get leadership and culture right;
  • get the strategy right;
  • get the people right;
  • get the processes right; and 
  • select and implement tools to support your processes, people and strategy.

What do you believe is the most important thing you can do to help your sales team get better?

For years, I took pride in my strategic thinking and process development.  However, the best strategies and the best processes mean little if your sales team is no better than it was a year ago.

Those who know me best know how much Mike Weinberg’s sales management philosophies resonate with my own philosophies.  That is why I frequently say that his “Sales Management Simplified” is the best sales management book that I know.  In Chapter 6, Mike’s use of the words “Make Heroes or Be the Hero” inspired the theme of this newsletter. In digging into that chapter, I found that Liz Wiseman’s concept of Multiplier inspired Mike’s thoughts for that chapter. It made me want to learn more about the concept of a Multiplier.

Think back to the best bosses you ever had? What made them different?  Were they more of a Diminisher or a Multiplier?

Liz Wiseman’s websites differentiate them this way:

“The first type, Diminishers, drain intelligence, energy, and capability from the people around them and always need to be the smartest person in the room.

The second type, Multipliers, are the leaders who use their intelligence to amplify the smarts and capabilities of the people around them. When these leaders walk into a room, light bulbs go off over people’s heads; ideas flow and problems get solved.”

After reading those two definitions and reviewing the chart below on the five disciplines that she outlines in her book, list the people you know who most closely resembled a diminisher or a multiplier in your career.

By extracting people’s full capability, Multipliers get twice the capability from people than do Diminishers.
Wiseman, Liz. Multipliers, Revised and Updated. Harper Business. Kindle Edition.

As I go through the list in my head of my commanders in the Army and leaders I worked for in corporate America, certain ones were much more of a Diminisher and others were much more of a Multiplier.  One Battalion Commander in Germany and one Sales VP come to mind as multipliers, but the “leaders” who were the biggest multipliers I got to know were the Army Head Basketball Coach and his wife my last year at West Point.  Looking back, they got more out of me that year as a Head Basketball Rabble Rouser than I knew I could deliver at a time when I was ready to walk away from West Point. It’s no wonder that Mike Krzyzewksi won so many basketball games as an NCAA coach. He epitomizes a Multiplier.

We can put together the best strategies. We can hire the best salespeople. We can put together the best sales processes.  However, the best investment we can make in making our sales team better is learning how to be better Multipliers.

This week, we are recommending two books. The first is Liz Wiseman’s revised edition of “Multipliers” and the second one is Coach K’s “Leading with the Heart”.  While Liz provides a framework on how to be a better “Multiplier”, I get goosebumps thinking about Coach K and his book.  For me, it was the best book on leadership that I ever read, but I may be biased.

Want to increase revenues by making your sales team better? Take the steps Liz Wiseman outlines in her book to help you improve the five disciplines above. Be a better multiplier so that your sales team can be better.