Non-Negotiables
So, there I was in my mindfulness class delighted with myself as I was beginning to embed a new habit. The habit of mindfulness and meditation. I had just read 10% Happier by Dan Harris and was inspired to take the plunge.
So I committed. I made it my daily non-negotiable. And it helped. And I was in a room of people saying “well I didn’t have time this week”. “I tried it once and found it great, but, I couldn’t find the time to do it again”.
I said (I thought helpfully) “shouldn’t we all have a little more self-discipline”. Oh dear. That word “discipline” seemed to be the antithesis of everything we stood for, and I received a stern tongue-lashing from the group.
How can self-discipline be bad?
But, I read and study and work with many high-performing sales leaders. I have had the honour to have been coached by many high-performing sales coaches. And in short high-performing leaders have incredible levels of self-discipline.
At Insthinktive Sales Leadership Ltd. We call these disciplines non-negotiables. When you commit to doing something, it becomes a non-negotiable. You commit, the team commit, and we hold each other accountable to the discipline of doing it.
So what kind of non-negotiables for Sales Leaders?
Below is a list of suggested non-negotiables for you to integrate into your sales leadership approach.
It’s comprehensive, but you should start with a small list to get some habits embedded first. After you’ve made progress with a few, try considering introducing one or two new non-negotiables every quarter.
Small steps committed to with a passion, will generate significant results.
Will non-negotiables be easy? No. They are easy to create but hard to engrain and maintain. Habits are hard and take time and effort. Don’t give in. Why? Because the rewards are just too great. Our advice is to focus relentlessly on the vision of the rewards and results of sticking with the non-negotiables you select.
Sales Team non-negotiables.
- Weekly team meetings
- Monthly strategic meetings off-site
- Annual two-day planning offsite meetings
- Talk rather than “email”….
- Nobody is ever late….
Sales Number non-negotiables.
- Daily or a minimum weekly focus on your key result numbers
- A clear set of business goals using Clarity on a Page
- Visible tracking systems for numbers – we recommend visual team boards, or dashboards etc.
Sales Meetings non-negotiables
- Agendas created and sent in advance for all meetings
- A clear statement of purpose/results expected from meetings
- Supporting materials distributed in advance of all meetings
- All sales meetings are focused on follow up agreed ACTIONS
Thinking non-negotiables
- 2-hour weekly planning reviews are mandatory
- 30 minutes a day planning is compulsory
Sales Climate non-negotiables
- Sales team values are agreed and measurable (our principles for successful working)
- Create and adhere to a Clear Vision (make sure it is written and highly visible)
- A clear sense of purpose defined. Your Why…Watch this brilliant video by Simon Sinek
- All sales goals have clear and agreed on action plans with timelines and accountability
- Daily huddles with senior managers to determine clear task priorities for the day
- A relentless pursuit of simplicity
- A relentless pursuit of efficiency (creating the right sales infrastructure)
- Focus on results, not time…
Key Takeaways
Non-negotiables work. The results will follow. Set realistic expectations and timelines to expect results and find a way of measuring progress.
Start with ONE, then slowly introduce new non-negotiables. Your behaviours will dictate the team’s behaviours. Lead by example.
Regards Ronan
Ronan is the “Sales Infrastructure Guy”.
Helping high growth tech companies build world-class sales systems and processes that scale.
Call me on +353(86) 7732201
Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
More Sales, More Consistently, In Less Time
