# How high performers can increase a bottom line Author: Pal Sinha, Barnali Author URL: https://financedigest.com/author/pal-sinha-barnali Published: 2022-08-02 Category: BUSINESS Category URL: https://financedigest.com/category/business Meta Title: Transform Your Sales Team into High-Performing CEOs Meta Description: Learn from Kathleen Black, Founder & CEO of Kathleen Black Coaching & Consulting, Inc. How to develop high-performing sales teams with a CEO mindset. URL: https://financedigest.com/how-high-performers-can-increase-a-bottom-linehtml ![undefined](https://prod.superblogcdn.com/site_cuid_cm5qst7v3003gwirgwqtxn8i8/images/fd130917-12-1736815514785-compressed.jpg) ![](https://prod.superblogcdn.com/site_cuid_cm5qst7v3003gwirgwqtxn8i8/images/kathleen-black-450x777-1736815514714-compressed.jpg) _By_ **_Kathleen Black,_** _Founder & CEO of_ [_Kathleen Black Coaching & Consulting, Inc._](http://www.kathleenspeaks.com) Great sales teams are made, not born. Even the most charismatic sales professionals who are gifted with a natural talent in connecting with others still must learn pace and patterns to develop and hone their sales skills. And smart [managers know grace and charm alone doesn’t get their teams](https://www.financedigest.com/social-and-sustainable-capital-sasc-boosts-investment-team-with-three-new-investment-managers-hermina-popa-toyin-ogundana-and-krishna-chokshi.html "Social and Sustainable Capital (SASC) boosts investment team with three new investment managers – Hermina Popa, Toyin Ogundana and Krishna Chokshi") to the finish line. In fact, they know for their sales reps to become and remain high [performers means possessing the same “take-charge” fundamentals](https://www.financedigest.com/three-fundamental-tips-to-enhance-your-investment-portfolio-performance.html "Three fundamental tips to enhance your investment portfolio performance") found in successful leaders by being innovative, showing initiative, having determination, and leading with a commitment to do right by others. Quite simply, successful sales professionals who become high performers are reps who think, [act and implement](https://www.financedigest.com/dodge-a-bullet-with-the-insurance-act-2015-act-now-to-implement-two-way-communication.html "Dodge a bullet with the Insurance Act 2015: Act now to implement two-way communication") like the CEO. The secret for getting to this point is to enhance clarity and confidence to deal with stress and anxiety, which are often the two biggest barriers to fully optimizing potential.  We [need to instill in every](https://www.financedigest.com/10-secrets-every-entrepreneur-needs-to-thrive-in-2023.html "10 Secrets Every Entrepreneur Needs to Thrive in 2023") member of our sales teams that embracing a CEO mindset is how they will reach their potential and achieve business success. And, for every company with a sales team of CEO-thinking high performers, the [bottom line](https://www.financedigest.com/the-severe-impact-of-downtime-on-companies-bottom-lines.html "The severe impact of downtime on companies’ bottom lines") is sure to hit new heights too! In today’s [world with a supply chain crisis stalling](https://www.financedigest.com/world-stocks-cling-to-upbeat-mood-dollar-stalls.html "World stocks cling to upbeat mood, dollar stalls") deliverables and a labor shortage slowing down many services, sales professionals are seeing less frequent commission checks in lower amounts. Longer pipelines are causing frustration and disappointment but with an ambitious team – it is possible to keep morale high and well-positioned when [businesses start operating](https://www.financedigest.com/businesses-unaware-of-operational-risk-caused-by-spreadsheets.html "Businesses unaware of operational risk caused by spreadsheets") on full speed again. Business can’t go on as usual when something very unusual is going on which means something has to change – and that something is us and how we approach challenges and [manage solutions](https://www.financedigest.com/exact-launches-practice-management-solution-to-help-transform-accountants-into-trusted-business-advisors.html "Exact launches Practice Management solution to help transform accountants into trusted business advisors"). All trainers know, teaching steps to follow is the easy part. But like all defining-change, it is the execution that takes discipline and drive to make a difference. One major step forward is in time-management, but not in the traditional way. Instead, sales professionals should view it from two perspectives: [time blocking and non-negotiable management](https://www.financedigest.com/uncertain-times-for-uk-landlords-how-to-avoid-insolvency-for-your-property-management-business-in-2020.html "Uncertain Times for UK Landlords: How to Avoid Insolvency for Your Property Management Business in 2020"). Time blocking is making sure one specific project or goal is addressed and completed without the distraction of less critical tasks. Time-blocking takes the “to do” [list to the next level and if sales reps use this system they will be able to track their productivity and timing](https://www.financedigest.com/oneweb-eutelsat-set-for-secondary-london-listing-the-times.html "OneWeb-Eutelsat set for secondary London listing – The Times") more accurately. For individuals, it is empowering and energizing to [move ideas to completion in a timely](https://www.financedigest.com/move-over-tina-its-time-for-tara.html "Move over TINA, it’s time for TARA") manner. Then there are the non-negotiables. These are the efforts that will advance your position in every phase of the [deal whether it is to reinforce a relationship or move the sale](https://www.financedigest.com/yum-beats-sales-estimates-as-customers-flock-to-kfc-taco-bell-deals.html "Yum beats sales estimates as customers flock to KFC, Taco Bell deals") forward.  Non-negotiables are actions that must be done (started or completed) no matter what else is going on. These might include weekly [calls to clients](https://www.financedigest.com/redpalm-enhances-client-engagement-with-vias-advanced-call-routing-solution.html "REDPALM ENHANCES CLIENT ENGAGEMENT WITH VIA’S ADVANCED CALL ROUTING SOLUTION "), daily staff debriefs or standing appointments with investors, Board members or suppliers. Declaring the [importance of non-negotiables in your business](https://www.financedigest.com/the-importance-of-intuition-in-business.html "The Importance of Intuition in Business "), helps keep us centered, in control, and on path toward our goals. Another step [toward CEO-thinking is building capacity because that will influence how well we deal](https://www.financedigest.com/twitter-shares-cruise-towards-musks-offer-price-as-deal-deadline-looms.html "Twitter shares cruise towards Musk’s offer price as deal deadline looms") with stress, anxiety and friction. On our journey to the top, we need to expand our capacity because that will [create a pathway toward solutions and ultimately create an inner calm](https://www.financedigest.com/4-tips-for-creating-a-calm-workspace-to-boost-productivity.html "4 tips for creating a calm workspace to boost productivity"). Self-aware CEOs and others in leadership positions, recognize that anxiety and stress are factors in [becoming overwhelmed and running at too high a pace which is why we need ways](https://www.financedigest.com/ways-to-become-a-millionaire.html "Ways to become a millionaire") to take it down a notch from time in the gym to breath control exercises right at our desks. Even placing our hands on our hearts a few [times of day will help us connect with our truth and our core and remind us that to sell](https://www.financedigest.com/best-selling-books-of-all-time.html "Best selling books of all time") and achieve, we must first, be. No one can [grow in an environment of negativity which is why visualization is so important to generate positive energy](https://www.financedigest.com/factbox-europe-ramps-up-coal-imports-as-energy-supply-fears-grow.html "Factbox-Europe ramps up coal imports as energy supply fears grow"). Recommend your sales [teams write a Letter from the Future](https://www.financedigest.com/heres-what-the-future-holds-for-financial-planning-analysis-teams.html "Here’s what the future holds for financial planning & analysis teams"). This is an [opportunity to redefine and create their future to follow a path of purpose that will lead](https://www.financedigest.com/cone-crusher-markets-advanced-research-growth-opportunities-in-global-industry-by-2030-edited-by-leading-research-firm.html "Cone Crusher Market’s advanced Research & Growth Opportunities in Global Industry by 2030 Edited by Leading Research Firm") to abundance and fulfillment. Most importantly, to reach the high performance zone, our sales teams [must hold character traits of integrity and understanding](https://www.financedigest.com/finance-execs-must-understand-ai-or-risk-falling-behind.html "Finance execs must understand AI or risk falling behind"). Integrity in what they say and do to [build respect and trust](https://www.financedigest.com/how-sonic-branding-can-build-trust-and-confidence.html "How sonic branding can build trust and confidence"). The understanding is knowing how ego can trip us up if we [don’t move it aside and recognize that there are different ways to respond](https://www.financedigest.com/pitiless-machines-will-kill-your-business-if-you-dont-respond-now-warns-servion.html "‘Pitiless machines’ will kill your business if you don’t respond now, warns Servion") to different situations. Often, the things we [believe are the worst case scenarios are actually the first phase of working](https://www.financedigest.com/1-in-5-uk-workers-believe-there-is-a-gender-divide-with-work-uniforms.html " 1 in 5 UK workers believe there is a gender divide with work uniforms") toward successful outcomes. And, great leaders know it’s okay to stand still and assess, and they always remember to breathe! **_About Author:_** _Kathleen Black is Founder & CEO of_ [_Kathleen Black Coaching & Consulting, Inc._](http://www.kathleenspeaks.com) _one of the world’s leading performance strategists who has become famous for guiding iconic brands and high net worth professionals through her unique approach of empowered leadership and expert mindset-training to add billions of additional sales volume annually to their bottom lines. The_ [_two-time bestselling author_](https://www.amazon.com/Kathleen-Black/e/B082MP6P7Y%3Fref=dbs_a_mng_rwt_scns_share) _and global motivational speaker will present a Keynote Address and TedX Talk later this year. Follow her on_ [_Instagram_](https://www.instagram.com/kathleenblack_/) _and email her at_ [_admin@kathleenspeaks.com_](mailto:admin@kathleenspeaks.com) --- This blog is powered by Superblog. Visit https://superblog.ai to know more. ---