You’ve just looked at the latest metrics. It’s not pretty. Sales are below goal. Activity isn’t where it needs to be. Your team isn’t making enough calls, having enough meetings, or closing enough deals.
What’s your first instinct? Hold a team meeting and raise hell? Call everyone in individually and interrogate them about their activity?
5 Leadership Behaviors: How do you stack up?
Whether you’re a leader of an organization or a team, it’s important to take a look at how you’re tracking relative to key behaviors that leaders demonstrate. Ted Turner’s motto was, “Lead, follow, or get out of my way”. This served 
him well. The question is what behaviors do leaders need to demonstrate to give people a reason ‘to follow’? Here is my Top 5. Rate yourself on a scale from 1-5 on each.
Whether it’s golf, basketball, skiing, or selling, visualizing the process creates muscle memory that enables you to perform flawlessly. You can see Phil Mickelson visualize his approach to a hole or a course before he lines up to take a swing. In the Olympics, cameras zoom in on the athletes mentally mapping their strategy to being first to cross the
finish line. They see and experience it in their minds eye. In sales, the power of visualization is equally profound.
The data is in. Sales Coaching is hot and the reason is the ROI that companies realize is significant, 24-40% increase in sales activity, leads generated, average deal size, and close ratios. All great athletes and many business leaders have recognized the value of having a coach. People like Marc Benioff from Salesforce.com, whose company recently joined Fortune’s Top 50, has had a coach from the very beginning when he was formalizing his vision. Sales 
Coaching is different than business coaching, it focuses on sales situations, opportunity driven, and requires a coach with sales experience. It is a process of maximizing sales performance in the short and long term by executing a playbook, holding regular one-on-one conversations over a sustained period of time, and makes change systematic and best behaviors automatic.
Understanding our style is important because it enables us to operate effectively in the world. They say th
at relationship selling is dead. I don’t agree. People buy from people they like. Yes, you need to have a solution that enables them to increase revenue, customer satisfaction, streamline a process, provide value. Value is a perception, not a calculation. Value is something people feel not something we tell them they get.