My Top 5 Sales Tips from Inc. Business Owners Council

This week, I attended a Sales Jag that was given by the Inc. Business Owners Council (, a peer-to-peer network of top entrepreneurs created by Inc. Magazine.  A Sales Jag is an in-depth dissecting of a particular topic, and this topic was Sales.  Everyone brought their Head of Sales with them so we could double up on takeaways to take back to our teams.

Experts who participated were Keith Ferrazzi (author of Never Eat Alone and Who’s Got Your Back), Karen Jackson of Jackson Solutions LLC (who sold her business and is now a revenue doctor), Chuck Polin of The Training Resource Group, Inc., and Andy Gole, Founder and President of Bombadil, LLC.  These experts gave some fantastic tips but I’m only sharing the top five takeaways with you – I’ll leave the rest for another time!

  1. Your job is to be a career coach to the person to whom you are selling.  That potential client is only interested in their own well-being and success; not in your solution.  So, your job is to show them how using your solution will get them to the next level.
  2. If you don’t have an energized sales employee, we are burning $100 bills.  A low energy person will not be enthusiastic about selling.  There will be few cold calls and even fewer visits to the prospect.  You will be paying this salesperson to do basically nothing for which they were hired; therefore, you are throwing away money.
  3. A People Plan is different from your pipeline.  A People Plan is a developed strategy to reach out and create a long lasting relationship with very specific current clients and prospects.  You are not giving them a sales pitch but these are people who are instrumental to your sales career and can position you for even larger sales.  Be genuine about wanting to know them and not just trying to get a sale.
  4. Salespeople are heroes.  Celebrate your salespeople because they are the backbone and engine of your business.  Your entire organization functions off their efforts.  So, take care of them and make sure they know they are appreciated.
  5. 30% of a sales manager’s role is coaching.  A big part of a sales manager’s job is to ensure that the sales team gets coached and trained to do their jobs.  The old edict of a salesperson should sell does not necessarily apply to the person heading up your sales area because a part of their job is to work with the rest of the team to get the tools they need to do their jobs well.

It’s never repetitive to constantly hear these tips as we fall out of practice with them.  Share these tips with your team and review them as a part of your regular sales meeting to see what impact it will have on your organization.