0 Introduction Flashcards
Who is Jeff in the prologue?
A high school buddy of Tom Strasburg who joined the army
What did the drill sergeant initially do to the recruits?
He insulted them and told them they were the worst recruits
What challenge did the drill sergeant pose to the soldiers?
He challenged someone to step forward to fight him
What was the outcome when Jeff stepped forward?
The drill sergeant appointed him as the squad leader
What does the keystone represent in sales leadership?
The frontline sales leader as essential for the sales organization’s success
What makes an effective sales leader according to the text?
Mastery of both selling and sales leadership
What happens if a sales leader lacks knowledge of leadership?
They become a glorified salesperson with limited impact
What is often lacking in the training of sales leaders?
Ongoing development and adequate training compared to other supervisory roles
What principle did the author learn about underperforming team members?
Their underperformance is a byproduct of the leader’s decisions
What are the two areas a sales leader controls to be effective?
Who is on their team and how well they equip those people to succeed
Fill in the blank: If a salesperson is underperforming, it may be because I _______.
sent them out unprepared or kept them in the role despite their inability
What is the significance of the book ‘Leading Growth’?
It addresses the importance of effective sales leadership and its challenges
What unique aspect does ‘Leading Growth’ cover beyond traditional sales leadership elements?
Intangible aspects like crafting a vision and setting standards
What does the Revenue Growth Formula start with?
Expected revenue minus expected churn plus net new revenue
List the three ways to grow revenue.
- Sell more to existing clients
- Acquire new clients
- Raise prices
True or False: Revenue growth is simple and easy for sales organizations.
False
What external factors make revenue growth more challenging?
Disruptive changes in the B2B sales environment
What is the role of a leader according to the text?
To be a bridge from where their people are to where they want to go
What should leaders focus on to retain and grow their teams?
Coaching, development, and accountability
What is the author’s hope for readers of the book?
To gain knowledge and be inspired to build a better future
What does the author imply about the future of sales leadership?
It will improve as the development of sales leadership gains prominence
What is the primary challenge to revenue growth according to the text?
Good and effective sales leadership is necessary to address challenges to growth.
What percentage of buyers’ journeys end in a decision to do nothing?
Over 54 percent.
What has the internet changed about the salesperson’s role?
It has made much of the information they might share unnecessary.
