I originally envisioned a succinct 5 points as the heart of the message when faced with an opportunity to present to business owners on this topic. Then I asked for input, and was deluged. The list was going to look more like a 50 point overview. So with a bit of editing and grouping I got it to 11. Here they are:

1. Know your Team - individually and as a group
2. Pay Attention - be attentive, be active, help out
3. Inspect what you Expect - drive accountability and provide clear feedback
4. Drive Activity and Results - both quantity and quality
5. Reward and Recognize - follow the Platinum Rule, put the right compensation plan in place and celebrate success
6. Emphasize Art and Science - utilize sales process while building skills and experience
7. Coach vs. Do - work with your team on an individual basis, not for them
8. Develop your People and Team - put individual development plans in place and recognize "skill vs. will" issues
9. Empower your people - mow down obstacles and give people an opportunity to succeed and fail
10. Use the Right Tools - find the tools that impact performance and focus on them
11. Manage and Lead - set the vision and lead by example.

Should this list be longer or shorter? Probably either, depending on your individual views, but few would take issue with any of the items on this list!