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In this episode (#35), we talk about The Sales Leader’s Role in the Complex Sale. I think this is an important conversation because it seems to me that you want a balance. Reps have a job to do, which includes closing the business, and at certain points in big deals they may need to bring in bigger guns to help move the opportunity along.

My guest today is Alice Heiman CEO and Founder of Alice Heiman, LLC. Alice and her team helps SMB companies drive sales growth by incorporating the newest research and the best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.

As with so many of my guests, I asked Alice what led her to pursue a career in sales?

Then we discussed the following questions:

Alice you have a different role in the sales world than most of the people we talk to. Alice told me more about what she does.
What are the struggles that company leaders are having with sales?
What is the role of a company leader in sales?
How can a company leader determine if they have a sales culture that will produce the result they need?
How can a company leader build a great sales culture?
What’s the number one thing that a company leader can do to ensure their company gets the sales growth they need?

Another insight packed interview, which I encourage you to listen to and enjoy!

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About Alice:

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The Alice Heiman, LLC team helps small and midsize companies drive sales growth by incorporating the newest research and best practices to enable CEOs, business owners and sales leaders to bring about sustainable change that leads to growth.

Thanks to our Sponsors!

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Chris Brogan is President of New Marketing Labs. I love following his blog posts. On Monday, his post talked about how each of us is the president of our own career. I couldn’t agree more. It’s an excellent piece. You really should read it!

140140 I have believed for some time now that we are the architect of our own lives. We must be accountable for the doing whatever we need too to achieve our career goals. What do you think?

Here is my response to Chris’ post:

Right on! Last year I gave a talk at Verizon titled Whose Career is it Anyway? I lack patience for people who cry the blues about how their company doesn’t do anything for their career. Of course, I believe they should, but who said they were obligated too? The investment that a company is willing to make in their people will vary, but one thing holds true. It’s up to each individual to manage their own career success.

Back in my corporate America days, my employers didn’t always pay for the classes I took to improve my communication, management skills, coaching skills, etc. Books are cheap and these days there are so many great FREE webinars on every topic imaginable. Or, read blogs – like this one!

There just isn’t any excuse. I worked to remain lay-off proof then and now as a business owner. People are buying. We just might have to work a bit harder or pay more attention to the opportunities that at first glance might not seem like they will lead to something. I keep my attitude straight and stay on my priorities and coach others to do the same!

So? What’s your plan?

1. Do you have clearly defined goals written down?

If you need to sell products and services, you better! I challenge you to focus on the 3 things – nothing more – the 3 most critical things you need to do to create value for your clients and soon to be clients. Learn new technology? Learn a new skill? Broaden your network?

**If you work for someone else, what’s your plan to take charge of your career? What do you need to learn? Who do you need to know? Do you need to seek out a mentor?

2. Is your attitude in check?

Now is NOT the time to focus on the negative or worrying about a “down” economy. Of course, focusing on what we don’t want is never a good idea. Soooo – be positive. See in your mind what you want success to look like and it will manifest in your reality.

3. How will you innovate in your business or career this year?

Now is the perfect time to be creative. Looks for what’s needed. Where is there a gap – either in your company or in the your customer market – that you can fill with what you have to offer?

Get going. Take charge!

The Sales Leader’s Role in Complex Selling with Alice Heiman, Alice Heiman, LLC

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