July 08, 2019

Meg Whitman’s Two Tips for Success – And What Salespeople Can Learn From Her

Taking even a brief look at Meg Whitman’s career reveals a glittering track record of success.

Between 1998 and 2008, she took eBay from $5.8 million in sales to $8 billion. She’s also proven instrumental in Hewlett Packard’s (HP) recent success.

Plus, she’s amassed a personal fortune of almost $4 billion.

Simply put, she gets results. And there’s a lot that salespeople can learn from her success.

Tip #1 – Identify Your Best Performers

If you’re a sales manager, you always need to keep one eye on the performance of your team. Specifically, you need to identify your top performers and ensure they have what they need to stay engaged with your company.

Whitman did this after her move to HP. She identified key performers and spoke to each of them individually. She also had them take active roles in the change that she wanted to inspire.

Do the same with your sales team. Speak to your top performers about what’s working and what isn’t. Implement change where it’s needed and your top performers will see that you run an organisation that’s always moving forward.

There are few better motivators for a salesperson than constant forward momentum.

Tip #2 – Focus on the Positives

Whitman also understands the psychology of success. She knows that a constant focus on the negative destroys confidence. As she puts it:

“You'll eventually get to your to-do list and to your fix-it list. But if you come in and just talk about what's going wrong, you will lose hearts and minds.”

It’s important for salespeople to identify areas that need improvement.

But focusing solely on those areas will drain you emotionally. You do many things well and it’s important that you remind yourself of that fact.

Build from a positive base and it’s more likely that you’ll succeed when confronting issues.