Mindset: Build calmness into your routine. Practice mindfulness to pause and reflect, understanding where and how you learn. Prioritise sleep, exercise and recovery. Manage your own energy, breathwork is your friend. 

Development: Be dedicated to learning, your future self will thank you. Learn early, widen your breadth of capability to include the experience for the future, while mastering your craft for today.

Build the plan: Create your ideals from a place of reality. Have THE hard conversation with yourself to know what is needed. Selling is a sport, invite your team in when creating outcomes.

Develop the plan: Become comfortable not being correct. Build your reflection cadence in order to move forward. Transparency with everyone creates collective development.

Achieve the plan: Know that goal attainment will fluctuate, yet consistency will bring success. Inspect the details at all times, refined micro activities are the foundation of your overall growth.

Team today: Your people have to want it as much as you do. If they are not hungry, humble or possess the smarts you require, your job is to get them there quickly. Coach daily, challenge often and put the wants and needs of your team high in the agenda. Do not however compromise loyalty for team success. 

Recruitment for tomorrow: Always be recruiting. Hire for cultural alignment and coach for excellence. Identify those in your team you can promote and backfill with capability that consistently changes the team dynamic. I repeat, always be recruiting.

Master their job: Perform their role on a daily basis to understand where you are to focus. You lead, they observe, you coach, they achieve. Your aim is to make your team the greatest problem solvers. Help them find the “I don’t know yet” answer, it can usually be found at the end of a moment of collaboration. 

Your style needs to change: You are now a support service to your sales team. Become comfortable with imperfect execution and consistently turn up as required to play the you are required to collectively win. Celebrate the smallest of successes along the way, they matter most. 

Do not however give up control, you are the one responsible for the ultimate attainment of everyone. Your reputation is built on the quality of the sales experience your team delivers.

Be comfortable with the word commit: It is a heavy bag to carry, yet one that your position holds. Demand your team be honest in their assessment at all times, and create a process they can follow with ease. Lean on your methodologies and lean on your experience to judge the health of a close plan and always inspect risks, never get caught by the same one twice. 

Spend money where needed, justifying an almost guaranteed return, yet do so as if it were the last option.

Learning and development is personalised. The structure is uniform. 

The repeatable five stage plan will guarantee you are advancing in a practical manner, seeing real results at speed. Your challenge, actually going and making the behavioural adjustments to achieve.  

• Stage One: 20 minute Introduction & Healthcheck on your life and career ambitions
• Stage Two: Build a Personal & Career Plan
• Stage Three: What is immediate for you against your personal and career plan. Managed over an initial five sessions
• Stage Four: What is next for you, built into an experience structure 
• Stage Five: Async advisory as required