Value-Centred Sales Leadership

Sales leaders who coach to win.

Each sales leader sees how they lift their team's mindset, energy and habits, with tips for coaching each one. The organisation sees how sales leadership is developing.

How it works

Coaching that lifts the whole team.

01
Each sales leader answers about how they lead
Statements about leading a sales team, quick to finish.
02
They see where they lead best
The same three factors as their salespeople, with the strongest and the one with most room.
03
They coach the behaviour
Foundations and Masterclass tips for each statement.
Contact Energy, question 1 of 3I defend the energy and time of my salespeople
Why this mattersFoundationsMasterclass
Buyers are persuaded by salespeople with a high level of energy. This provides confidence they will receive value. Sales leaders can help their team maintain high physical and psychological energy. They can also protect them from tasks that add little value.
01
Facilitate physical energy. Encourage your team to have sufficient time to sleep, eat well, and exercise. This helps them be corporate athletes who don't burn out. Notice if a team member seems fatigued or is working too long.
02
Avoid busy work. Protect your people from low value requests by colleagues. Teach them how to qualify client requests so excessive work is not performed. Avoid unproductive meetings and uploading irrelevant information to CRMs.
03
Reduce frustrations. Deliver adequate tools, respond quickly to requests, and provide certainty on compensation. Service is part of the leadership toolkit. Help your people focus on what's within their control.
04
Encourage positivity. Salespeople feel energised when they have positive body language, energy in their voice, and display genuine warmth. Clients are likely to reciprocate. This forms a virtuous circle of positive energy in the relationship.
Contact Energy, question 1 of 3I defend the energy and time of my salespeople
Why this mattersFoundationsMasterclass
Buyers are persuaded by salespeople with a high level of energy. This provides confidence they will receive value. Sales leaders can help their team maintain high physical and psychological energy. They can also protect them from tasks that add little value.
01
Facilitate physical energy. Encourage your team to have sufficient time to sleep, eat well, and exercise. This helps them be corporate athletes who don't burn out. Notice if a team member seems fatigued or is working too long.
02
Avoid busy work. Protect your people from low value requests by colleagues. Teach them how to qualify client requests so excessive work is not performed. Avoid unproductive meetings and uploading irrelevant information to CRMs.
03
Reduce frustrations. Deliver adequate tools, respond quickly to requests, and provide certainty on compensation. Service is part of the leadership toolkit. Help your people focus on what's within their control.
04
Encourage positivity. Salespeople feel energised when they have positive body language, energy in their voice, and display genuine warmth. Clients are likely to reciprocate. This forms a virtuous circle of positive energy in the relationship.
Contact Energy, question 1 of 3I defend the energy and time of my salespeople
Why this mattersFoundationsMasterclass
Buyers are persuaded by salespeople with a high level of energy. This provides confidence they will receive value. Sales leaders can help their team maintain high physical and psychological energy. They can also protect them from tasks that add little value.
01
Facilitate physical energy. Encourage your team to have sufficient time to sleep, eat well, and exercise. This helps them be corporate athletes who don't burn out. Notice if a team member seems fatigued or is working too long.
02
Avoid busy work. Protect your people from low value requests by colleagues. Teach them how to qualify client requests so excessive work is not performed. Avoid unproductive meetings and uploading irrelevant information to CRMs.
03
Reduce frustrations. Deliver adequate tools, respond quickly to requests, and provide certainty on compensation. Service is part of the leadership toolkit. Help your people focus on what's within their control.
04
Encourage positivity. Salespeople feel energised when they have positive body language, energy in their voice, and display genuine warmth. Clients are likely to reciprocate. This forms a virtuous circle of positive energy in the relationship.
04
You see sales leadership improve
Group averages by factor, round on round.

What you learn

What makes a sales team sell on value.

The factors behind sales performance, seen from the leader's side and shown here as one group's averages.

Winning Mindset
Whether the leader builds pride in the team, knows what motivates each salesperson and agrees ambitious goals.
Agree goals that stretch each person.
7.8 / 10
Contact Energy
Whether they protect their salespeople's energy and time and help them stay resilient.
Take low-value work off the team.
6.6 / 10
Dollar-Productive Behaviours
Whether their sales meetings, prospecting and coaching drive and keep revenue.
Make each sales meeting move a goal forward.
6.9 / 10