If there is one thing that successful salespeople and account managers do really well, it is to delve deep into their customer, and really understand the key formal and informal structures that are in place. They then build robust engagement plans to strategically position themselves as the key problem solver and solution provider.

If there is one thing that separates great sales people from their peers, it is their ability to develop a much deeper understanding of their customers, from which they can then develop a unique value proposition. A great way to develop this is through utilising the Curiosity Model.

Whether you are leading a sporting team or a sales team, there are specific qualities of high performers, that if we can tap into them, we have the opportunity to unleash the potential to high performance. Focusing on these qualities can exponentially improve your chances of delivering exceptional results.

When things are not going our way, it is easy to get discouraged, disheartened and frustrated. However, it is during these times when we need to understand why we are doing what we are doing, and stay in the game. If we stay in the game and stay the course, we will get a result. Quitting will guarantee that we do not get a good result.

One of the keys to leadership that many leaders either miss or choose to neglect, is that our leadership and what people see on the outside, is 100% a reflection of what is happening on the inside. So as leaders, our biggest challenge is to work on improving ourselves, so that we can better lead others.

For many, the year 2020 has been a huge challenge, and especially in sales, sales leaders are still expected to drive the team and achieve the numbers. And many are struggling. Their best laid plans have been turned upside down. It is so important now to acknowledge where we are at, but not accept it. Dig into what it important to us, so that we can take the next step towards achievement.

Always be a person of value, who values people and seeks to continually add value to people. In order to do that consistently, we must know what we value. What are you values? Here is an exercise you can do to identify your key your values.

Great organisations are built on great cultures - cultures that endure and that people are attracted to. And the leaders overseeing this culture develop great, uncompromising standards, founded in excellence. If there is one quality that stands above all others in these high performing cultures, it is humility.

The 2020 AFL Grand Final will go down in history as the first night Grand Final and the first Grand Final played outside of Melbourne & the mighty MCG. There are also a number of leadership lessons to come out of the game which we can use to inspire our team to higher levels of performance. Here are a few that I took away from the game.

It is AFL and NRL Grand Final Weekend this weekend, and all sides playing off for the premiership fully deserve to be there. They have done the work, overcome adversity, demonstrated persistence, and delivered outstanding results to give themselves a chance to win the final game. Are you ready for your Grand Final? Have you and your team done the work?