Catalytic Conversations

Vince Burruano: Thinking Outside of the Box

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This was a special episode from my weekly radio show, Catalytic Conversations, on IBGR.Network radio on Fridays at 2 pm Eastern.  Vince Burruano, VP of Sales for the Commercial Division of JK Moving, is a leader to learn from - you can download the full show notes at IBGR.Network.

I’m currently working with several companies dealing with sales team crises.  One company has had three hires for the sales team without any success.  Another has had a sales manager who was successful pre-COVID and finds the current business landscape so difficult, he’s no longer able to lead.

I invited Vince to give us a snapshot of his innovative approaches to building a successful sales team.  Vince is a lifelong learner who is a student of leadership.  This was a valuable hour for picking up new ideas.

You are all here to learn.  A lot of you, like my clients, learn best by first hand experience.  Is it really necessary?  Vince is here to help you learn about the importance of sales leadership in growing your business.

Today you have the chance to learn through another leader’s experiences – saving you time, money, and energy.  I’m always happy to learn from someone else’s examples, aren’t you?

Vince outlined a number of steps to consider taking when evaluating your business talent needs:

  • Perform an honest assessment of your business.  Ask a trusted associate to help ensure you are seeing the world as it really is, and not how you think it is or should be.
    • Business culture and performance overall.  How is the customer experience?  Are you able to differentiate your offering from other competitors?  Do you create a positive memorable experience for those clients that engage your business?
    • Your sales organization.  Is it an asset or a liability?
    • Skills.  How good are they at the basics?  Are they growing professionally?  Can they develop organic business, or do they rely on leads from the firm?
    • Is there a defined and written sales process that incorporates best practices?  Is it continuously evaluated and tweaked for maximum impact and results?
    • Accountability.  Are goals clearly defined, measured, and areas needing improvement addressed?  Does everyone understand their mission and how it fits into the overall business?
    • Leadership.  Would a dedicated sales manager add value?  Could they drive your business to the next level while you focus on the big picture?
    • Development and Continuous Improvement.  Is everyone getting better each day?
    • Results.  Is your sales team creating profitable revenue?  Could they do even better with the right focus and support?
    • Are you the leader you need to be?
    • Manager vs. Leader – Managers do things right while leaders focus on doing the right things well.
    • Are you inspiring others to be their best?  Is your why believable?
    • Are you developing new leaders in your company?  Leaders are always in short supply and they are the cornerstone of all future growth.
      • ...more
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      Catalytic ConversationsBy Wendy Dickinson Ascend