Last week my blog focused on the first of the human patterns that influence everything you do. I shared how Towards and Away From influences your focus and levels of motivation.
Today you’re going to dive into the next pattern…Internal and External.
If you haven’t read the background to these human patterns…you can find it here before diving into this week’s blog.
Internal and External
How do you know you have done a good job?
If you’re externally referenced, you will know because someone tells you via feedback or you achieve a goal. On the other hand, if you are internally referenced you just know!
Some sales people are eager to please whilst others are so wrapped up in what they’re doing they just get on with things
An externally referenced sales person is influenced by what other people think and say…they can be made to feel good after good feedback or feel bad after negative feedback.
Some sales leaders say there are only two ways to motivate people – the carrot and the stick. We covered this in last week’s blog. Unfortunately, both these methods are externally referenced so the ability of these sales leaders to communicate and motivate is limited to externally referenced sales people only.
The internally referenced sales person is likely to know whether they have done a good job providing their outcomes are clear at the beginning, the standards are set and KPI’s are agreed. If the internally referenced sales person is not told what specifically is required, they will make up their own minds about what constitutes good performance. The result is totally dependant on their criteria and standards.
If you are an internally referenced sales leader you need to be mindful because you are unlikely to give feedback naturally. You are also likely to dismiss other opinions if they are not aligned with your own.
If you are externally referenced, you are more likely to be swayed by what others say.
Most Noticeable Traits of an Internal Preference
- Can often be perceived as not listening
- Have their own inner criteria for success
- Not swayed by feedback when not aligned with their inner criteria
- Uncomfortable with over the top positive feedback…say it once and move on
- An inner sense that they are right…this of course can be very frustrating when they are not
Most Noticeable Traits of an External Preference
- Need feedback or external data to have certainty they have done a good job
- More likely to check-in that they are doing things correctly in the learning stages
- Are easier to influence with data and feedback
- Need more positive strokes to be at their best
- Are more wounded by constructive feedback
Influencing Strategy
To influence an internally referenced sales person ask them questions that enable them to internalise the situation…questions like – How do you think this would work? What would this strategy deliver? This helps them clarify their thoughts by rehearsing what they will see, hear, feel when they are doing this behaviour. Use language like “I can’t tell you what to do…only you know what is right for you”. It needs to be their idea so get them to come up with solutions and ideas so they can take full ownership.
To influence an externally referenced sales person ask them to consider what other people will see, think and notice. It’s useful to know who they use as a reference point. Emphasise what other people think, quote references and statistics. Give plenty of feedback.
Reminders from last week
Our preferences are already in place by the time we are 7 years old but it’s important to remember that they are context/situation dependant.
COVID and the lockdown is significant enough to change the way your sales people behave because the context and situation has dramatically changed
You’ll find that you get on better or more easily with the sales people that have the same preference as you…this is what humans do. We like people who are like us.
You are leading a sales team with a range of preferences. They can be wide apart at either end of the continuum…or anywhere in between.
Tailoring your leadership to suit the preferences of each sales person will increase the positive impact of your leadership…and increase the ability of your team to continually develop and succeed.
Until next time,
