5 Decision-Making Flashcards
What is a common unhealthy habit for leaders in decision-making?
Avoiding difficult decisions and conversations
This habit can hinder revenue growth and problem resolution.
What type of decisions should sales leaders prioritize to grow revenue?
Strategic decisions over transactional decisions
Strategic decisions have a long-term impact on revenue growth.
How can you identify a strategic decision?
By determining if avoiding it will negatively impact your ability to increase revenue
Strategic decisions often require immediate attention.
What is a recommended action once a decision is made?
Immediately take action
This helps to rectify problems and challenges quickly.
What is the importance of addressing difficult conversations in decision-making?
It prevents psychological weight and stress from accumulating
Avoiding hard conversations can slow down progress.
What is a ‘decision date’ in the decision-making process?
A predetermined date by which a decision must be made
This helps to manage complex decisions efficiently.
What should be done to prepare before reaching a decision date?
Schedule time to deliberate on the decision
Deliberation should be structured to avoid delays.
What is a common fear that leads to indecision?
Fear of negative consequences from poor choices
Inaction can often be a worse mistake than making a bad decision.
What should you do with choices that fail to provide the needed outcomes?
Remove them from consideration
This keeps focus on viable options.
What is the consequence of avoiding difficult decisions?
It threatens revenue growth and allows problems to persist
Leaders must confront challenges directly.
What does the author compare decision-making to?
A muscle that becomes easier to exercise over time
Regular practice leads to improved results.
What must leaders do when faced with team members contributing to problems?
Address their behavior and ensure necessary changes
This includes separating the problem from the person.
What is a ‘prospecting problem’ in sales?
The lack of new opportunities to create new revenue
Sales leaders must ensure their teams actively prospect.
What should leaders do if senior salespeople refuse to prospect?
Require them to prospect, demote them, or let them go
Revenue growth cannot be sacrificed for comfort.
What is the risk of allowing salespeople to choose which opportunities to pursue?
It can jeopardize revenue growth
Salespeople must focus on opportunities that align with company goals.
What is a ‘Sales Spiritual Leader’?
A person in the sales force who influences culture and beliefs
They can support or oppose the sales leader’s vision.
What should be done about a ‘Sales Spiritual Leader’ who spreads negative beliefs?
Consider removing them to protect the culture
Poor beliefs can damage the entire sales organization.
What is the impact of delaying decisions on culture and results?
It can worsen results and damage the organizational culture
Timely decision-making is crucial for maintaining a healthy culture.
What should be prioritized over any one person in a sales culture?
A strong culture
A strong sales culture is essential for revenue growth and maintaining good work ethics.
What is the first step in the process of removing a bad actor from a sales team?
Collaborate with the human resources department
This may involve meetings and paperwork.
What is important to do when a bad actor undermines your leadership?
Address them in front of the team
Explain why their statements are incorrect and how they are failing in sales.
What should be required from a poor-performing salesperson?
Attend coaching meetings twice a week and write a plan to improve their attitude
They must present drafts for review.
What happens if a salesperson refuses to practice the required approach?
They will have to move on to find a company that believes their ‘style’ will work for them.
What does a salesperson claiming to have their own style often indicate?
They lack an effective approach
They may believe they are smarter than sales leadership.
