Recently, while conducting another planning session with one of my high-profile, long-term clients, I was struck by a comment from one of their successful sales managers. In the middle of reviewing the agenda for an upcoming program for their new salespeople he shouted, “You know, I need to revisit these strategies and principles, too! I remember you sharing these years ago, how I’ve used them, and how I’ve drifted away again…We need to have everyone participate, especially me.”

This was coming from a manager with whom I had often traveled, and whose pure sales ability I had often marveled at. He has that rare blend of style and grassroots humor that effectively builds trust and rapport with virtually every customer and prospect. I asked him why he felt he needed to “sharpen his skills.” After all, this man has what I call pure sales moxie! He looked me in the eye and said, “Because my people need to see the best determined to get better. Just think about what message this sends my team!”

This particular selling manager is at 150% of goal – again, and with high margins (just like he has been for the past 12 years)! And still, he can’t wait to go through training again. He’s my greatest advocate and champion – the perfect example of how a genuine top performer thinks and behaves.

Any of your salespeople fit the bill?

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