Be Steve Nash

Salespeople need to be more like Steve Nash. The two-time MVP point guard of the NBA’s Phoenix Suns broke through as a star in his third season with the Dallas Mavericks back in the 2000-2001 season.

What makes Steve Nash great is his ability to make his teammates exponentially better. Not somewhat better. Multiple levels better. Magic Johnson shared the same talent. Michael Jordan as well.

As a salesperson, you lead your organization. You are the always-in-front-of-a-camera PR man for your company. With that responsibility, you can shirk from the duties and complain your way to average or poor performance and your next job, or you can work overtime to bring out the best in your colleagues and support personnel and succeed.

You can alienate, or win people over.

I encourage you to develop strong, personal relationships within your organization. Trust your people and give them opportunities to succeed. Encourage them. Lift them up. And can carry them when they’re struggling. Make them better.

That’s your challenge. Where your competitors’ sales professionals go it alone, you can form a powerhouse team around you. Rather than pressure your own teammates — the very people who could come through for you in a pinch just hours after letting you down — you can tell them and show them you believe in them.

Make average coworkers good, and make good ones great. Are you up to it?