Colin Specter, SVP of Sales at Orum, shares his leadership philosophy centered on building people first, believing those people will then build successful businesses. His approach balances high standards with genuine care for team wellbeing, recognizing that sales is fundamentally about energy transference.
• Zig Ziglar's principle: "You don't build businesses, you build people and people build businesses"
• Leading from the front and never asking team members to do something you wouldn't do yourself
• Using "Make it Happen Mondays" to begin each week with wellness practices and team alignment
• Implementing box breathing exercises and other mindfulness techniques to center the sales team
• Creating clear "standards of excellence" that define expectations across different roles
• Balancing the science of sales (activities, scripts, playbooks) with the art (personal approach)
• Leveraging AI to transform coaching through data-driven insights
• Addressing the challenge of increased manager-to-rep ratios (now typically 7-10, sometimes 20)
• Maintaining that people still buy from people despite technological advancement
• Building organizational rituals that reduce uncertainty and help salespeople thrive
When in doubt, focus on your people - you can never spoil your team with care, love, commitment and coaching. Pour more into your people and the results will follow.
Music by Ben Cina & Ayler Young