The Purest Form of Sales

sales leadership Aug 18, 2017

The 3 C's Of Leading A Winning Sales Team

 Did you like my Wisdom?  If so, please share it with your mentors and managers so they can learn how to give their teams the confidence to rise above everyday challenges and be great together.  -Matt


"What's the most difficult thing you've ever had to sell?"

Ironically, this is one of the easiest questions I've ever had to answer in a class.  Right behind, "where's the bathroom", and just ahead of, "what does 'CRM' stand for again?".  

Far and away, leading and managing a team of sales people is the ultimate test of anyone's sales ability.  Where else in business do we have constant interaction with our customers?  Where else do we have to prove ourselves worthy day after day?  Where else can one seemingly small mistake with one individual send ripples that can impact an entire team?  Add in the fact that far more time is spent on training and developing sales teams than improving sales management, and the results are predictable.  Some swim, but most sink...usually taking their teams down with them.

In my over 20 years of sales management I have developed a thought process, that when combined with the proper routines, delivers consistent deliverable results.  I call them the 3 C's of Sales Leadership.  

Sales Management and the 3 C's

  1. Communication: Obviously a cornerstone of any role in a team environment.  This one carries a big trap for sales management.  All too often I hear managers saying, "I told them what to do, I don't know why they aren't on top of it."  Like Clarity, what you think you told them doesn't matter if they don't understand it, haven't heard it, don't believe it, or haven't bought into it.
  2. Clarity:  Do they know their expectations off the top of their head?  Can they recite their plan for achieving them without having to consult their notes? (Keep in mind good communication requires that it's their plan, not your plan for them).  Can they tell you where they're at?  Their pipeline?  You get the idea.  One of my mantras...Clarity Creates Consistency...Not just in sales, but in all things.  
  3. Consistency:  Two thoughts.  First, do what you say you will do.  Second, implement, and follow good management routines.

The Big Picture

When in management it's easy to look at the numbers and forget that you are seeing the collective efforts of a group of individuals.  

They each have ideas, motivations, strengths and weaknesses, as well as personal goals that may be different from yours.  

They are certainly different from others they work with.  Real sales leadership isn't painting in the numbers and expecting the same results you got from a different team at a different place, or even this team 6 months ago.  Real management is expecting more from your team because you believe in them.  They know why.  They hear it regularly. They believe they are prepared to face the challenges in front of them, in large part because of the support a good sales leader gives.  Now your sales team can act with confidence each time they face an opportunity for success.

It's better to be great together.

Thank you,

Matt Middendorp

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates.  In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country.  From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world.  Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group.  His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses.  For information about training and workshops visit, call (715) 897-0879, or email Matt personally at [email protected]

Enter your best email address to get impactful and relevant sales advice designed just for bankers

And I promise absolutely no spam!

Sign Up >>