Laura-Jade Harries’ Post

Your obsession with sales numbers is killing your company's future. (You’re trained to focus on all the shiny objects.) + Sales figures. + Profit margins + Market share. These metrics have traditionally defined success. But they're snapshots of where you are, not indicators of where you’re headed. Just think about it. - Kodak once dominated the photography market. - Blockbuster was the undisputed king of video rentals. - Nokia led the mobile phone industry. All had impressive sales numbers right up until the moment they didn't. What they lacked wasn't financial success. What they lacked was a forward-looking approach to measuring what truly mattered for their future. 3 things you should be measuring instead: 𝟭. 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗚𝗿𝗼𝘄𝘁𝗵 When was the last time you measured how much your team has learned? Or how they've expanded their skills? A team that's growing is a team that's innovating. 𝟮. 𝗧𝗲𝗮𝗺𝘄𝗼𝗿𝗸 "But we have team-building exercises!" Great, you do trust falls once a year. Real teamwork isn't about forced fun in a ski resort that Bobby and Sally went to to escape their family feud. It's about how well your people collaborate daily. Measure that, and you'll predict your company's success better than any sales forecast. 𝟯. 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝘃𝗲 𝗖𝗼𝗻𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻𝘀 How many new ideas did your team generate last quarter? How many did you implement? If you can't answer that, you're already losing to a competitor who can. If you're not measuring personal growth, teamwork, and innovation, you're essentially saying, "We don't value that here." And guess what? Your best people are listening. The companies crushing it in today's market are the ones who've figured out that their people - their growth, their collaboration, their crazy ideas - are truly their most valuable asset. Not last quarter's sales figures. * * * * 🤔 Don’t know how to implement this? 🔥 DM me “LEADER” and let’s talk it out!

Do Your Salespeople Know the "Why"? Here are 5 ways to get your team fired up and leaning in to it. Sales goals are crucial, but without a clear vision, they're just numbers on a page. It's also important to connect the results to a north star. This unites people behind a common goal. Every played in a top league side has a unique role. But they all have the goal of finishing top. So here's how. Connect Goals to Impact: Show them how their work makes a difference. Is it improving customer lives? Driving positive change? Make the purpose real. Share the Bigger Picture: Don't keep them in the dark. Explain how individual goals contribute to the overall company or team vision. Give them a sense of belonging. Open the Conversation: Don't just dictate the "why." Encourage questions and discussion. Let your team contribute their perspectives. Celebrate Behaviours: Recognize progress and actions that move the team towards the "why," - not just reaching the final number. Highlight milestones and celebrate wins together. Lead by Example: Be passionate about the "why" yourself. Your enthusiasm will be contagious. These are just a few ideas I've seen work. What's helped you?

𝐖𝐡𝐲 𝐓𝐞𝐚𝐦𝐬 𝐓𝐫𝐮𝐦𝐩 𝐋𝐨𝐧𝐞 𝐖𝐨𝐥𝐯𝐞𝐬 (𝐌𝐲𝐭𝐡 𝐨𝐫 𝐑𝐞𝐚𝐥𝐢𝐭𝐲?) "If you want to go fast, go alone. If you want to go far, go together” (African Proverb). In today's complex and dynamic business landscape, the truth is: you need both. While individual initiative is crucial, sustainable success often hinges on the power of a collaborative team. I recently got a sales lead based on a referral. After a C-Suite meeting, the customer defined their requirement: mobile advertising for customer acquisition. This company plays in a niche market. At first, it seemed like an “easy peasy” deal, but when we started unpacking the requirements, I realized that the success of this deal hinged on the ability of my team to harness our collective intelligence. Fast forward months later, the outcome was overwhelming with positive customer feedback and another request. (This wouldn’t have been possible without the diverse backgrounds, skills, and perspectives- Myth Busted 😊 ) Here's why:

🤓 Why "Why" is the Wrong Question for a Struggling Sales Team. 🤓 When your sales team isn't hitting its targets, it's natural to want to understand why. But asking "Why?" can actually be counterproductive. Here's why: 👉 It puts the focus on blame. Instead of fostering a collaborative problem-solving environment, "Why?" can make team members feel defensive and reluctant to share their struggles. 👉 It can lead to excuses. People are more likely to offer justifications for their performance rather than constructive solutions. 👉 It limits creativity. Focusing on the past can hinder the team's ability to brainstorm new strategies and solutions. Instead of "Why?", ask questions that encourage positive action: 🏆 What are the challenges you're facing? This opens up a dialogue about specific obstacles and allows team members to share their perspectives. 🏆 What can we do differently? This shifts the focus to finding solutions and encourages proactive thinking. 🏆 What resources do you need to succeed? This shows that you're invested in their success and willing to provide support. Remember, a positive and collaborative approach is essential for turning around a struggling sales team. Let's do it! 💪 I'm Hock Beng 🇸🇬, hit the bell 🔔 at my profile page to receive my regular updates. #chewlogy #7capitalist 👉 Disclaimers: https://lnkd.in/g6TVU4SA 

✍️ Past posts: https://lnkd.in/gf8yu5nQ

Over the years, I’ve come to realize that the key to meaningful sales is relationships. It’s about looking beyond numbers and seeing each client as a partner in growth. Here are three principles that guide my approach every day: 1. Listen First, Offer Solutions Second Early in my career, I learned that listening is the most powerful tool in sales. Understanding clients' true needs opens the door to building trust and crafting solutions that make a real impact. This approach has taught me that great sales conversations start with understanding, not pitching. 2. Think Long-Term, Build for the Future Sales isn't about quick wins or short-term gains – it’s about building partnerships that last. I strive to create connections that benefit both sides over the long haul. By focusing on lasting impact, I’ve found that business grows naturally and sustainably. 3. Be Present and Accessible Relationships thrive on support. I’ve always made it a priority to be available to clients when they need guidance or help. It’s about being a reliable presence they know they can count on, no matter what challenges arise. These values are core to the way I lead and inspire my team every day. At Dealer Pay, relationships are our foundation, and we’re passionate about growing together with every client we serve.

Why is it so hard for sales-people to close? 1. They don’t believe in the product. 2. They don’t believe in themselves. 3. They don’t believe in their company. How do you fix this? 1. Improve your product/service so that the sales process feels like a transaction rather than a scam. 2. Take the time to train your sales people. Learning on your own can be a long, frustrating process. Give your salespeople the resources they deserve. 3. Build a company culture. Instead of pleasing everyone, target a specific personality type. Set clear expectations. Hire people that make you excited. Fire people that underperform, regularly cause contention, or otherwise harm your culture. You have to be ruthless. This is a new account so please let me know if you found this valuable by following and leaving a like or comment.

Are you smart? 🤷♂️ A lot of business owners we talk to ask us to come in to fix a problem, sales are down, sales are difficult, the team aren’t closing deals, can you help? Yes of course 👍 But… In my experience, many businesses focus on building process and structure across their company, be it finance, operations, distribution etc. But what about sales? Sales is often forgotten! Yet 95% of businesses would fail without sales… Running a sales team needs process to be built, it needs rhythms of meetings, structure, routines and accountability, and that’s just the start. Once these are in place, they need to be upheld, they need to become habits, the team needs to do things consistently. Sounds simple doesn’t it? I guess it is simple but a lot lot of business owners fail at the consistency, doing the same things day after day, week after week. So, back to being smart… The smart business owners are the ones that recognise this and work to implement process and structure BEFORE there’s a problem So, are you smart? 🤷♂️

I had to fire my best salesperson. Here's what I learned and how it can help you. Background: I had a salesperson who was selling more than anybody else by far. The problem was, she was creating too much chaos and animosity in the office. It just wasn't good. So, finally one day I said, "I know you're doing great, but because of the problems you're causing, I need to let you go." Two things happened after that: 1. The harmony in the office picked up, and 2. The sales picked up and exceeded what we were doing before she was there. The two lessons to take away from this: 1. Salespeople: You're not irreplaceable. Everybody is replaceable. The best sales people and most successful business people I know, are the most humble. Let your results speak for you. 2. Sales leaders, Founders and CEOs: The harmony of your team is much more important than one single contributor. You can always find good salespeople. It's really tough to build a great sales team. ♻️Repost this and pay it forward to help others. 📌I post about a healthy balance for Founders and Salespeople:    Skills. Attitude. Resilience. Please Follow if these resonate with you.

Salespeople, like anyone else, want to WIN. But what often can stand in their way? Burnout. 🛑 Sales leaders have the power to keep motivation high without sacrificing well-being. In our recent study, we uncovered six dimensions that shape a healthier, more engaged sales team: 1. Workload: Challenges are important, but so is balance. When reps have the resources they need and time to recharge, they come back stronger. 2. Autonomy: Trusting reps to make decisions gives them the freedom to solve problems their way. Independence fuels ownership and creativity. 3. Reward: Fair pay and genuine recognition for effort and achievements show reps their hard work doesn’t go unnoticed. 4. Community: When teammates feel comfortable, collaboration thrives. Sales becomes a shared journey, not a solo pursuit. 5. Fairness: Consistent, equal treatment builds trust. Without favoritism, everyone feels they have an equal shot at success. 6. Purpose: Alignment between personal values and company mission brings fulfillment, making every win feel more meaningful. Creating an environment built on these values can make every victory—big or small—count. 🌟

If your sales are flat... Your team is inconsistent... Or growth feels like a grind... It’s not about working harder. It’s about working smarter. Real solutions come from fixing the foundation, not patching cracks that keep reappearing. At some point, you have to face the elephant in the room: Is your team aligned? Are your systems clear and repeatable? Do you have a plan that actually works? Pretending the problems don’t exist won’t fix them. But when you deal with the root causes, everything changes. Your team gets sharper. Your sales grow faster. And your business starts building momentum that lasts.