I just wrote about the first chapter in "Extreme Ownership" in the "General Leadership" tab. Applying that to sales management: Remember that the result of your staff is 100% on you. Their paychecks are on you. Them achieving their goals for themselves and their families are on you. If you have someone under-performing, their lower pay check is your fault. What can you do to fix it? This concept will follow you into every conversation even with members of other teams. As a person of influence, every conversation matters and makes an impact on someone's life. Are you making sure that what you say is going to be a positive impact rather than a negative one? Are you reinforcing your core values and holding consistency of character at all times? If you falter on these things and lose influence, you lose the ability to improve people's lives, and that's your fault.

Momentum is one of the greatest things for a sales leader. When everything is going well, the team feels unstoppable, loft goals seem possible, the daily things that drag us down aren't a worry. When momentum is grinding slow, it's easy to get irritated over unimportant things, it's hard to see the bright side. Just like in sales where the easiest time to sell is when you just sold! The hardest time to sell is when it's been two or three weeks without a deal. As leaders, it's our responsibility to create momentum and push it forward when it starts to slow down. The law of Victory says that leaders find a way for the team to win. What's the current state of your team? How is the momentum? If your momentum is high, how are you congratulating the team and fueling the fire? If your momentum is low, what are you dong right now to create and build momentum for the squad?