I have a favourite question.
If you’ve been on one of my programmes you’ll already know it. A magnificent question. Thirteen words that can trigger a very powerful response…
“If all that is true…what are you going to do about it?”
A perfect catch all question for when you, or any member of your team…are coming up with reasons and excuses for non-performance, not hitting targets, not hitting deadlines.
A question to provoke a 100% Mindset U-turn. How? Instead of the brain searching for those reasons and excuses to explain away failure, it searches instead for possibilities, ideas, opportunities, plans, and solutions.
How this relates to today’s sales leadership environment
Let me connect this to today’s sales leadership environment.
What reasons and excuses are you currently hearing or saying to explain why things aren’t going too well right now? I’m generalising here somewhat because, for many sales leaders, I know things aren’t actually going brilliantly at the moment… and let’s face it, the path ahead looks extremely challenging too.
You’re probably still hearing those old chestnuts from your team…that you heard BC (Before Covid)… “my targets are too high”, “they have no budget”, “the decision is delayed”, “our prices are too high”.
That’s when the question comes in. Make sure you’re in brilliant rapport with whoever in your team is in ’reason and excuse mode’ and ask THAT question. Let them ponder, notice their physical and verbal response, discuss any of their immediate thoughts, perhaps even leave it with them to return to later. Sooner or later you’ll soon have them coming up with new actions, suggestions, proactivity…and be more motivated too.
Leading a sales team in 2022
But for you, as a sales leader, what about all the BIG NOISE stuff that is out there right now, the stuff that is probably impacting the thinking of every leader anywhere right now?
Here are some of those macro potential reasons and excuses for poor performance and mediocre results…
COVID knock on effect – impacting many trade sectors at the moment, demand, supply, team mental wellbeing issues
‘Cost of living crisis’ – fuel, mortgages, consumer demand, imports, exports
Brexit fall out – supply, paperwork, delays, uncertainty
War – affecting commodity supplies, agriculture
Climate change impact – old markets replaced by new markets
Labour Market issue – difficulties keeping existing staff, recruiting new staff
Think about it …. Most of that list didn’t exist ten years ago, or to anything like the same extent.
This mixture of old and new, small and large ‘stuff’ makes for a sales leadership ‘perfect storm’. You are slap bang in the middle of this storm and it’s your role to navigate these choppy waters with resilience, vigour, skill, whilst hitting your targets, develop your the team, deliver the revenues.
No pressure then 😊
And…this 2022 new normal looks like sticking around for quite a while.
I know by now you’re probably thinking…”this is all a bit gloomy, where is Leigh’s usual vim and vigour?”
It’s still here I promise…and because “all that (above) is true”, here is “what I’m going to do about it”…
(blatant ‘promotion coming up’ alert)
Leadership for Sales Success
I’ve put together a short sales leadership programme, my ‘sales leadership support package’ if you will 😊
The main thrust of the programme will be to equip sales leaders with the growth mindset leadership skills to build and lead a sales team which can thrive in 2022 and beyond. The programme will be 100% relevant to the challenges sales leaders are facing in 2022, underpinned by the latest key leadership growth mindset principles too.
The programme will comprise of 4 x weekly 90 minute Zoom sessions, starting July 1st.
I’ve seen off a few recessions and economic downturns in my 30+ years of selling and sales leadership and I’ll be bringing this experience to the sessions alongside suggestions for things to do and things to avoid to make the journey through 2022 and beyond as smooth as possible.
I’ve somehow managed to shoehorn the programme into my July schedule and I do hope you’ll be able to join me.
And in the meantime, remember (and use) that golden coaching question 😊
Until next time
Leigh 🙂
PS: Have you tested the sales mindset credentials of your team yet? If you haven’t, be sure to complete this 5 minute survey to get a snapshot of your team’s current selling mindset, their strengths and weaknesses – and actions you can take today to help build winning sales mindsets in everyone in your team.
