Let's Talk About It with Steve Benson #AuthorLife #SalesLife
- Author
- Joyce Johnson
- Published
- Fri 08 Oct 2021
- Episode Link
- None
Let’s Talk About It with Joyce Johnson with Guest Speaker Steve Benson #AuthorLife #SalesLife
Leading a team is no easy task, but it’s especially challenging when you’re in the midst of a crisis, whether on a macro- or company level. In times like these, it’s best to avoid rumors and speculations that can make your team anxious—which is why according to Steve Benson, good communication and transparency are absolutely critical.
In today’s insightful episode, Steve discusses how leaders can rise to the occasion and be a source of stability for their downlines and clients. He also gives us some cost-cutting strategies to avoid layoffs and retain talent, plus some tips on keeping stakeholders engaged.
About the Guest
Steve Benson has an extensive sales background, from outside sales with IBM to HP’s District Sales Manager to Google’s Regional Sales Manager. Today, he is focused on running his software business, Badger Maps, Inc., which helps outside sales teams manage their territory and increase their sales. He is also the host of the Outside Sales Talk podcast, co-author of Color Outside the Lines – Stories of Extraordinary Leadership, and President of Sales Hall of Fame, a platform that recognizes innovators in the field.
In This Episode
- Who is Steven Benson? [0:52]
- What empowered Steven to write about leading sales teams during an economic downturn? [2:56]
- How do you prepare for conversations with your team regarding critical decisions? [7:00]
- …and many more
Quotes
“Leadership is always a challenge but especially in difficult times...the way you communicate, it needs to change, it’s so important during a crisis, and you know, I think in a crisis your team’s imagination can get the best of them, particularly within a large group [sic] and you are alone as a leader…and as a leader, you really need to communicate with your team in a transparent way, in a way that’s realistic, and in a way that’s optimistic.” [5:54]
“As a sales leader, you want to tell people what the immediate term plan is. What are we doing right now to get through this, to get over this, to beat this? What’s the mid-term plan, and then what’s the long-term plan? And then, account for all different external factors that you might have had to control for so that they know there’s a plan.” [8:30]
“It’s important that they feel like there’s a steady hand on the wheel, so they know what to expect.” [9:03]
“One of the first things you should do when times are tough is figure out how to communicate to your customers what your true value is, how much value you are creating for their organization, and give them a way to count it. Help them understand, so they don’t stop using your service.” [21:46]
Resources Mentioned
Color Outside the Lines, Stories of Extraordinary Leaders
Key Words
Leadership, Personal Development, Sales, Growth, Leaders, Author, Economic Downturn, Recession
