Live Better. Sell Better.

Lead and Make Decisions Through Tough Times with Kevin "KG" Gaither

Dec 5, 2022

43:47

This episode of the Live Better Seller Better Podcast features Kevin "KG" Gaither, Founder of Inside Sales Expert. It is more relevant than ever to discuss the importance of leading through tough times and making decisions when the market is uncertain.

It is easy to be negative and critical of CEOs for the decisions they have to make during uncertain times, but it is equally important to remember how difficult making those decisions are. For high-performing sales organizations, they need to focus more on pipeline generation, sales process adherence, and then sales morale.

When communicating changes like necessary layoffs, leaders should be clear and concise about why the change is necessary and what the expectations are for the sales team. KG also emphasizes how being a caring leader helps sales teams succeed. Be transparent with team members about quotas and goals, and provide support to help them reach these goals at all times.

HIGHLIGHT QUOTES

The highest priority of a sales organization is pipeline generation - KG: "High-performing sales organizations and companies, they focus more on pipeline generation and sales process adherence, and third or fourth along, they focus on sales morale. They focus on sales morale.

Communicate with the team that’s left about these 3 compasses - KG: "Autonomy, mastery, purpose. When you can think about your leadership during tough times and how you're instilling autonomy, mastery, and purpose, those are good compasses to lead through tough times with those that are remaining on your team."

You can find out more about KG in the links below: