5 weeks in and you’re probably noticing a dip in energy and positivity in your sales team. So much is out of their control and the reality is well and truly taking hold.
You need to prevent them from going too deeply into victim thinking or they will find it difficult to get going when we get to the other side of it.
Your team need a mindset lift right now…more than ever before. Around 80% of your sales team will not be able to do this for themselves.
The first step is to get them focused on what they can control…there’s always more than they think. Reaching out to customers, developing themselves so they are top of their game when they start to see the light at the end of the tunnel…even supporting others in the team is better than being a victim of circumstance.
How do you do this?
Here’s a little exercise I’ve been doing with my clients on Zoom to shift the team’s focus onto areas of control.
Best done on video call so that you can see expressions and responses.
STEP 1
Get them to think of an issue that’s bothering them in their role. They don’t have to disclose it which stops any ego or emotion around appearing vulnerable.
Get them to take a couple of deep breaths and relax…they can even close their eyes. Remind them to focus on the issue whilst you read out the following questions…leaving only 5 seconds between each one for them to answer privately in their head. Focus them on their immediate response…there’s no time to ponder. 5 seconds only. They don’t have to reveal any of their responses.
- What is your problem?
- Why is it a problem?
- Why do you have this problem?
- What caused it?
- What are your limitations in solving it?
- Who’s to blame?
- Why haven’t you solved it yet?
When you get to the end of these questions get them to open their eyes (if closed) stand up and take a couple of deep breaths to clear what they’ve just done and sit down again.
STEP 2
Get them to relax and close their eyes if they wish and focus on the issue again.
Now you ask a second set of questions in exactly the same way…only 5 seconds after each one. No need to reveal anything.
- What do you want?
- How do you want it to be?
- What do you need to get it?
- What resources do you already have that will help you get what you want?
- Where are you with regards to achieving it?
- What’s the next step you can take towards getting what you want?
- When will you take this step?
STEP 3
Ask them how they felt answering the first set of questions…listen to their responses. They will normally be negative in nature but you get what you get. No need to investigate.
Ask them how they felt answering the second set of questions…listen to the responses. They will normally be positive in nature but again…you get what you get. No need to investigate.
STEP 4
The first set of questions focus on the problem keeping them stuck in the problem.
The second set of questions focus on solutions and outcomes lifting straight into what they can control.
Discuss the differences with your team and get them to focus on the actions they came up with. Let them share if they want to but no need to force the issue.
You should notice a lift in energy immediately.
Remind them…you get what you focus on. Problems are always there and solutions are always there…it’s their choice what they focus on!
Let me know how you get on.
Until next time…stay safe and keep well.
