Sales Leadership: Lessons from Sears

It’s been said a thousand times we learn more from doing something wrong than we do from doing something right.  In my own life, I’ve found this to be true far too often. With success can come complacency, and with complacency can come erosion.

What can we learn from watching failures around us?  Life is a laboratory. Everything we observe is a test from which we can learn, and the bankruptcy filing by Sears is no exception.

We all knew it was coming. The only thing that was uncertain was exactly when it would occur. Looking at the Sears situation, I’ve come away with several observations that I’m using in my own life and I will encourage you to do the same.

Leadership and sales is about learning from others and using the learning to better ourselves.  When we better ourselves, we are in a better position to both lead others and sell to others more effectively.

Lessons we can all take from the fall of Sears:

  • Never stop investing in yourself.
  • Focus, focus, focus. Know your strength and leverage it.
  • Recognize that the best asset you will ever have are the people with whom you surround yourself.
  • Remember — just because it worked yesterday for you doesn’t mean it will work today.
  • Don’t underestimate the number of competitors you have.
  • Humbly realize that big and strong are never guarantees.
  • Don’t try to be all things to all people.

Which point resonates with you?  As I was developing this list, I kept asking myself that question.  For me I think it’s the first one — Never stop investing in yourself.  The ability to have clarity in how I see things and how I process knowledge drives each of the other points.

You may select a different point and that’s fine. The key is to be aware.  We can never stop learning. We can never stop impacting others.

Sales and leadership are two things I’m passionate about. The more I write, talk and live out these two activities, the more passionate I become.  Join me on this journey of continuous learning and of continually observing what is going on around you.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

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2 thoughts on “Sales Leadership: Lessons from Sears”

  1. 2 big points missed
    1) it’s all about the customer. Sears failed to understand or work to satisfy their customers, leaving open the door for others to do so.
    2) if at all possible, avoid debt. Not only did Sears struggle with debt, they took on another $6B in debt in needless stock buy backs, essentially sinking any hope of investing money in a turnaround ( see point #1 above)

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