Richard Harris™’s Post

Does your team have everything they need to be successful? To do that, leaders need to truly listen and understand what our reps are saying they need. Evaluate and determine what is critical and applicable to the whole team. Not only do we have to coach reps to listen, we as sales leaders need to listen as well #sales

Quotas do not inspire your sales team. Your sales culture will. I've seen it time and time again: Sales leaders who think they can "motivate" their teams with arbitrary quotas set in boardrooms. They believe that if they just: 1. Dangle a big enough carrot 2. Wield a big enough stick 3. Salespeople will magically hit their numbers But in all my years in sales, I've never seen this approach work. Why? Because salespeople don't jump out of bed excited to hit someone else's goals. They're driven by their own aspirations: → To provide for themselves and their families → To be part of something meaningful → To grow professionally When I work with sales organizations, I often ask the reps: "Do you feel recognized, appreciated, and valued by your leadership?" 99.9% of the time, the answer is no. But when I ask their leaders if they recognize and value their salespeople, they all say yes! There's a massive disconnect. Leaders who fixate on top-line revenue targets at the expense of everything else create a culture of: • Pressure • Fear Salespeople feel like cogs in a machine, not valued members of a team. And that's not how you inspire people to do their best work. But when leaders prioritize building a culture of: 1. Growth 2. Recognition 3. Purpose That's when salespeople perform. Because they're inspired to go above and beyond, not because they're chasing a number, but because they believe in the mission. If you build the right culture, your salespeople will run through brick walls for you. So if you're a sales leader, forget the arbitrary quotas. Focus on creating an environment where your team feels: → Valued → Challenged → Connected to a greater purpose I promise you, the numbers will follow. -- 👋 Follow Muhammad Shariq Khan for more sales content. ♻️ Repost to share with your network. #SalesLeadership #SalesCulture #Motivation #SalesInspiration #Leadership #TeamBuilding #SalesSuccess #SalesStrategy #WorkCulture #EmployeeEngagement #SalesTeam #SalesGrowth #SalesPerformance #ProfessionalGrowth #BusinessCulture #LeadershipDevelopment #SalesManagement #SalesTips #SalesCoaching #SalesGoals #SalesMotivation #SalesTraining #SalesSkills #SalesDevelopment #LeadershipSkills

How come so many sales leaders care more about how successful they look rather than focusing on the individual success of their people? Don't believe me? If you are a CEO with sales leaders who lead their own team, I would like to ask you to answer the following: which of these business situations happen more often, and which do you wish was happening? Situation #1 A sales leader meets with their team, reviews the numbers, addresses challenges the team may be facing, reviews opportunities, and then asks, "How are you going to make sure we hit our numbers this quarter?" Situation #2 A sales leader meets with their team and offers each individual suggestions on how each person on the team can improve their individual results. The leader then says, "I know how we can hit our numbers this quarter." "That's a silly question Alex! You know which one we are all going to pick." Really? Then how come it's not happening as a standard? How many leaders are leading, and how many demand results? How many leaders need more resources to equip each salesperson with tools for growth and personal improvement? Show me a CEO focused on making each team member the BEST VERSION of themselves. I will show you a company with happy team members, even happier customers, and a company far more profitable than its competitors. #FUEL4PERFORMANCE #BeYourBest #ItFeelsGoodToFeelGood

How do you scale from 100 to 1,000 salespeople in 2 years? I worked with a leader who figured out the answer. The secret wasn't better hiring or sales scripts. It was mastering the shift from seller to leader. Michael Lanctot started with a core business in pest control at Hawks. But he didn't stop there — he branched out and build multiple revenue streams. He built a system to let his sales teams cross-sell: • Pest control services • Insurance products • Roofing solutions This solved the biggest threat to scaling: Limited growth paths for top performers. Your best reps need room to grow beyond a single product line. Michael created this through his company Young and Retired (YNR). The name itself tells the story - it gives people a vision of their future. But vision without systems means nothing. He put specific leadership development steps in place: • Clear promotion paths • Cross-training across product lines • Systems to develop new sales leaders This wasn't just about adding more reps. It was about building an ecosystem where leaders could develop naturally. Where top performers could see their next 3 career moves. Where hitting numbers was just the start of their journey. The result? A 10x growth in team size and results. But more importantly - a system that could sustain it. That's how you scale from 100 to 1,000. Not by selling more. But by building leaders who inspire their people to sell.

You go, sales leader. Motivating reps is hard, but it’s harder when there’s no transparency. So don’t be like this guy and just use dollars to encourage your reps. Use data too. What’s your favorite way to motivate reps? #funnyvideo #salesmanagement #sales

In over 50% the new clients Sales Assembly has signed this year, our main decision maker (usually sr. sales leader) has been with their company less than 9 months when they sign with us…with many under 90 days! I was actually surprised when I looked at the numbers. And then it got me thinking, what can our experience this year tell us? Here are 5 quick observations: ✅ when new leaders come into an established org, they’re making changes…fast. They assess, and take action. Be prepared. BTW this impact your renewals, too ✅ it’s clear that one of the main issues new leaders are looking to address after taking the reins is team performance and effectiveness Both of which have declined in many instances over the past few years. Leaders are joining new companies, and quickly looking to invest in things like skill development and other enablement tools. ✅ changes at the top can be hugely positive and needed, but also disruptive and jarring. With leadership changes come new philosophies, expectations, and tools / resources. When you consider the significantly low tenure for saas revenue leaders these days (most reports state around 17 months!), that’s a lot of constant change for any single company. ✅ from a business development standpoint, never in my career can I recall a time where it’s more important to have strong relationships with clients. Decision makers are turning over at an incredible pace… …and when they land somewhere new, they’re making changes - ideally bringing you with to their new company (if they like you, and love your product) 👀UserGems 💎 ✅from a sales cycle standpoint, all this change can quickly and significantly interrupt your current sales cycles Anyone else have a deal in the last 90 days where you felt it was about to close, only to get introduced to a newly hired leader who would like to start over with evaluation? 🙋🏻♂️ ✅things are happening fast. Faster than ever. That’s it that’s the observation. What are you seeing????

🎯 Are you settling for too many 70-80% achievers when you need more 100%+ superstars? I've seen firsthand how sales managers struggle with: • Lack of time • No solid plan to lean on for ramping up new reps • Focusing on the wrong metrics Result? A sea of average performers instead of a team of top achievers. Here's the hard truth: Your current approach might be holding your team back. Want to know how to transform your 70-80% achievers into 100%+ superstars? Drop a note in the comments, and let's discuss strategies to elevate your entire sales team! #SalesLeadership #EfficientOperations #EnablementThatMakesSense #PerformanceImprovement #SalesSuccess

Sales leaders & salespeople: you could exceed your numbers every quarter and still have your job at risk if your company is doing this one thing... Spending more on replacing people who leave than on satisfying the people who stay. Here's how this jeopardizes you in Sales: profit = revenue minus costs. Replacing one person typically costs 5-12x more than giving one person a raise big enough to make them stay. But still, most companies are giving 3-4% annual raises for top performance while spending 100-150% of a role's salary to replace one person who has left. (sources: Forbes, Gallup, Payscale) Yep, most leaders are CHOOSING to spend 96-146% more to replace people than to keep them. It's million of dollars a year for most companies. Where do those millions of dollars come from? From the revenue that you are busting your ass to generate. The millions in revenue that your Sales teams are bringing in won't protect your jobs if your company is also spending millions on people replacement costs. Sales and Revenue teams are not an island unto themselves, and companies do not exist to make revenue. They exist to make profit. When there's not enough profit, jobs are at risk. If I was in your shoes, working hard to bring in revenue that was being hobbled by avoidable people replacement costs, I'd be furious. I'd be downright pissed off. And I'd want to know what my leaders were doing to change it. ________________________________ Feel to click "Subscribe to Newsletter" at the top of this post to get more custom content and special offers. #management #sales #leadership #motivation #humanresources #bestadvice #futureofwork

Here’s why most sales leaders get in trouble👇 📣They guesstimate the sales forecast based on what their salespeople say. Based on how much their salespeople over or underestimate, they adjust their forecast, which ultimately leads to disappointed leadership and unpredictable revenue. So, how can you fix this? ✅ Identify yes/no questions that help salespeople move leads from one stage to the next. ✅ Build the questions into the sales cycle. ✅ Hire salespeople who answer these questions accurately, consistently, and with integrity. Want to dive deeper into building a high-performance sales team and managing their pipeline effectively? Download our guide: https://hubs.li/Q02-qqc_0 #SandlerMiami #SalesPeople #BuisnessDevelopment #Sales

🎯Sales isn’t just about closing deals—it’s about creating solutions. As I transition into a leadership role, I’ve been reflecting on how my sales philosophy will shape my leadership style. 🤝The best sales teams focus on partnership, not persuasion—it’s about understanding the unique challenges clients face and crafting solutions that deliver real, tangible results. I believe leadership works the same way. It’s about genuinely listening, identifying barriers, and creating an environment where people thrive and exceed expectations. For example, when we help our customers leverage AI in their contact centers, we don’t just implement technology—we rethink the entire customer journey. AI solutions that analyze customer sentiment, predict needs, and personalize responses have transformed how teams connect with customers. 📈The result? Higher satisfaction, stronger loyalty, and a competitive edge in a rapidly changing landscape. 💡This philosophy—whether in sales or leadership—is what I’m carrying forward in 2025. ❓How are you approaching leadership or sales differently this year? Have you discovered strategies or tools that are driving your success? #Leadership #SalesStrategy