Heidi Reimer-Epp’s Post

LEADERSHIP: IT IS WHAT YOU ALLOW THAT GROWS PART 1 Sometimes ago, a protégé who is a Regional Sales Manager in an organization, reached out to me to complain about the attitude of his team members. He was just posted to the region and was alarmed by the lethargic nature of the team. He said there was no urgency to work, and every attempt to make them see the need to be agile for the purpose of getting results is always met with stiff opposition. I smiled, and I told him he was the cause. He asked in bewilderment, “Why?” I told him, whatever happens under your leadership is whatever you allow. Your leadership position has been given to you to shape people into how you want them to behave. First, you are expected to show them by example. However, you may need to add one or two things depending on the characters of the people you lead. I decided to share one of my personal stories with him. On resumption at a new region some years ago, I said to one of the distributors, I want each salesman to be given a commission on every case of product sold. I told her that I believe they will sell more when there is motivation. Another thing I did was to give incentives personally for every new outlet any of the salesmen develops. This is called the carrot approach of leadership. It is looking for motivation to make the followers achieve a particular level of behavior or attitude. This approach resulted in the team going out of their way to achieve the expected results. These were men who were always returning to the warehouse after few hours of sales complaining that there were no sales but after this “carrot approach”, they were always staying in the field till very late with excellent sales to report. Continue reading in the below link: https://lnkd.in/dzW7BwvS Picture: Alan Mulally who turned around Ford Motors by instituting accountability amongst senior executives using a data-driven approach.

Follow the leader! (Who's the leader?) COSURAC DISTRIBUTORS! #followtheleadeer #leader #whostheleader? #cosuracdistributors #distributioncompany #innovativeproducts #technologydriven #wholesaledistributor #innovation #innovative #constructionproducts

MT - when, why, who? As your business grows in size the need for a leadership team develops, often referred to as MT to make it short and easy😊 The point of that team is to make sure that the right things are made important and that everybody pulls the same direction. The exact timing and which seats to add to the MT is different for every organization but when you have passed 10 employees, it's probably about time to start 🏃♀️ It can be helpful to begin with these two seats: Chief tomorrow - a visionary who thrives on understanding the bigger picture, partnerships and also often sales. Chief today - the operational leader who makes that plan happen, making sure everybody has the best circumstances to do a good job. -> share your story of how you went from being the only one in charge to building a management team ----------------------------------------------- I’m Alexandra Lindh  🔸 Unlocking your company’s full potential  🔸 Implementing the tools & habits to create a self-going organization  🔸 Based in Sweden & the Netherlands, serving clients in Europe

Kayleigh's tips on how to maximize LinkedIn in simple ways are just invaluable. I highly recommend joining a workshop or following her on LinkedIn!

Sometimes managing a sales floor may be difficult, so it’s essential to try new strategies to inspire and motivate your team 💡 Check out this business tip from Greg Amendola to learn more! Elevate your sales team's spirit with creative and impactful management strategies! Transform your sales floor dynamics with proven strategies to inspire and motivate your team.

🌟 Celebrating Exceptional Sales Leadership! 🌟 In the dynamic world of logistics and freight forwarding, having a strong sales manager can make all the difference. A good sales manager is not just a leader but a mentor, strategist, and motivator. Here are some key qualities that set them apart: Visionary Leadership: They set clear goals and inspire their team to achieve them. Effective Communication: They ensure everyone is on the same page, fostering a collaborative environment. Customer-Centric Approach: They prioritize understanding and meeting customer needs, building lasting relationships. Analytical Skills: They use data to drive decisions and optimize sales strategies. Adaptability: They thrive in a fast-paced environment, quickly adapting to market changes. Empathy and Support: They understand their team’s challenges and provide the necessary support to overcome them. Results-Driven: They focus on achieving targets and continuously improving performance. At Proceed Logistics, we are proud to have sales managers who embody these qualities, driving our success and growth. Let’s continue to set the bar high and achieve great things together! 🚀 #SalesLeadership #Logistics #FreightForwarding #TeamSuccess #CustomerFocus

Holding your team accountable in Sales has evolved significantly. The emphasis now lies on fostering accountability within a compassionate work environment. I really enjoyed this article with 3 tips for driving accountability with compassion: https://lnkd.in/e3DeQyWX.

How do you motivate your sales team? Regardless of the industry, this question is crucial for team success. Here are some strategies that have proven effective over my 20-year career leading sales teams: - Continuous communication and tracking performance metrics for individual team members are key. This ensures everyone can leverage their strengths and excel in their role. - Understanding each team member's passions is fundamental to building a successful team. As a sales team leader, it's essential to act as a coach for your team. Define goals tailored to territories or regions, ensuring clarity on goals and methods to achieve them. Acknowledging and rewarding team members is vital for morale. Recognize individuals both privately and publicly within the team and the company. Establishing equality in recognition fosters team unity and accountability, driving overall success. #supplychain #trucking #womenintrucking #shipping #manufacturing #communication #motivation #job #branding #success #freight #networking #entrepeneurship #work #sales #management #strategy #salesoperations #operations #smallbusiness #consulting #logisticsconsulting #salesconsulting #partnerships #sustainability #procurement #innovation #marketing #transportation #transport #cargo #logisticscompany #export #import #business #digitalmarketing #furturism #humanresources #leadership #careergrowth

After a recent post, some people asked, "While at Grainger, how did the team go from #104 in the country in revenue growth to #7 in just 12 months?" Answer ⤵️ I'd asked the team to cease with all of the traditional selling and standard, boring, damn near offensive customer questions. Instead, I encouraged they bring unique customer observations and insights to our monthly sales meetings. One rep. - let's call him Derrick - knew a LOT about janitorial and sanitation products. But he noodled on a question I kept challenging the team with: "What's the value you deliver INDEPENDENT of the core product or service?" Derrick proceeded to execute one of the most brilliant tactical exercises I've seen to this day. He would get appointments on the first try - almost every time - by saying the following to plant managers: "How much productivity and money are you losing to people calling in sick? And what if I could help you improve your productivity by 20% by reducing those sick days?" You wouldn't have believed it. He'd go into these places and identify all of the causes why people became ill (too many to list here), and then he'd recommend solutions ... selling ample product along the way. Derrick finished the year at 224% above goal, making all sorts of bonuses along the way. That's just one of a number of ways we help willful yet humble B2B #ceo s and #businessownership defeat Sameness, Break From the Pack, and become sustainable Profitable Growth Unicorns. ➡️ For senior leadership, book a call or DM to apply for our Mastermind Pro Series: Profitable Growth NOW!

A Director of Sales & Marketing: 1) Coaches and mentors staff 2) Is a thoughtful servant leader 3) Works with all levels to develop the department strategy’s and personal growth 4) Focuses on the day to day departments for collaboration and growth