Kenny Chapman (the "blue collar coach") presents a short Freedom Friday Focus video arguing that better leadership produces higher sales among technicians and frontline sales staff. He gives three actionable leadership priorities—1) build trust by being real, 2) be prepared and organized when training or leading, and 3) work harder on the right things (focus on activities that drive sales and service)—and illustrates them with anecdotes about ride-alongs and role play.
Chapters
Hey everybody. Kenny Chapman, the blue collar coach, coming to you live with this week's video version of Freedom Friday Focus. Now this week I'm touching base on a couple things. Yesterday we had a powerful teleseminar training call. And if you were with us, I want to reinforce a couple of key points. Tony Robbins said repetition is the mother of all skill. So if you were on the call, take a couple key points again here today. If you weren't, shame on you. Where were you? You need to join us on those calls. There's no cost to you and get some free training with us. So we, we just want to deliver value. And today we're talking about why great leaders and how better leaders drive higher sales performance among technicians, among frontline salespeople, among comfort advisors and the whole lot. Why is it that leadership really drives that? And ultimately it comes down to a few key points, but the three that I want to leave you here today. There's three things, okay? And I'll be brief and I'll be mindful of your time. But number one, it's trust. There's this whole trust and respect thing. Now anybody that's ever done anything in sales or training sales or being in sales, you know that trust is a key component. It has to be at the pinnacle of everything you do with a client. Well, the same is true with your team. I'm talking about as a sales manager, as a leader of your organization. Whoever is impacting at whatever level, it's about the leader gaining that trust and respect that from the team. Because ultimately all you're doing is trying to sell your team on a process, on a system, on a belief on what you want done. So first and foremost it has to come from a point of trust. One of the reasons I'm so successful in training technicians in our schools and when I do my on site programs and ride alongs is because I have a way of gaining trust with technicians. And I'm going to give you the secret right now. Number one, the key thing to it, just be real. I'm not this ego based sales trainer. When I get in the truck with those guys, I am just one of the guys and I'm able to do it in the classroom. You need to do it in your organization. Be real, be alive, be who you are and earn their trust and respect first and foremost. Number two, be prepared and organized when it comes to leading training, being a leader of any training, development, implementation processes, anything like that. I'm baffled at how unorganized, organized and how much these Service managers or trainers or owners, whoever is getting in front of the room, you're comfortable. This is your family. It's not a big deal. I just showing up. It is a big deal because you're paying these people to be here. They're investing their time to be there. Give them something of value. Get prepared. Have a lesson plan. Have an outline. Have a plan of what you want to do. And stay focused and mindful of that. Definitely. Third thing, work harder. Now, don't cut me off. Hang on before you shut me off. I'm not. I know you can't work any more hours in the day. I get that you're working very hard. What I'm talking about is work harder on the right things. My good buddy Joe Calloway wrote a book recently called Be the Best at what Matters Most. That's what I'm talking about here. I want you to work harder on the things that really drive the company, really drive the business, really drive. Sales, profitability, performance, customer, customer service, value. Work harder on those things. You know, I used to see people in the army that would work harder to get out of doing a task than it takes to actually do the task. Don't do that. I see managers that aren't sure what to do with their day, so they wander around aimlessly. No, get clear, get focused. Work harder on these things. Work harder to be the example. You've got to lead as an example, you got to get engaged, you got to get in the game with them. Put some skin in the game. So skill, practice with them, role play, get out there, ride with them. Show them that you're not afraid to make a mistake. Because most managers don't train at the highest level because they're afraid to get out in the field where the application happens and it happens. So that's what I'm talking about. That's why I ride. When I go on site, I get in the truck because I go shoulder to shoulder with these guys. And see, because it's one thing in the workshop, in the seminar, in the training room, it's another thing where the rubber meets the road. Work harder to get that done. In your organization, I'm Kenny Chapman, the blue collar coach. Until we talk again, have a better than fantastic week and I'll see you next time.
