Where do you put your energy and focus with your team?
If you only focus on results, you’ll be missing a really important part of the sales success equation…the person bringing in the sales!
Think of each person in your team as an athlete…they need their own specific blend to be in the best possible shape to win.
- Physical exercise – sales skills practice
- Nutrition
- Sleep
- Managing stressors
- Winning sales growth mindset
- Daily personal development
…and most of all they need a leader that can calibrate them effectively and shine the light on what needs to be tweaked.
How good are your calibration skills?
Some may need more sales skills practice. Some will know all the skills but aren’t doing them and that means mindset development. Some will be struggling with life and not getting enough sleep. Some will be eating junk food or drinking too much alcohol to fill the gaps in their lives.
To be honest, each person will react to situations in their own way. Your job is to calibrate what is normal behaviour for them when they are in a great place…then notice when their language and behaviours change.
Then you become curious and have an intimate, compassionate, and kind conversation…coaching…to uncover what is going on for them and supporting them towards a better place.
How you might be making things worse
If you don’t notice what are often very subtle changes in a person, they will become more and more distracted from their role over time. They will be trying to hide their challenges from you because you are their boss so you have to be more alert than their pretence…you need to see through the façade. If you miss it and they don’t get the support they need to navigate through it…it affects them, the team and your sales ☹
What’s even worse for me is the leader that spots a sales person struggling then ignores it. Leaves them to sort it out for themselves. Thinks they need to get a backbone, grow up or something similar. Yuk…these sales leaders actually need to look in the mirror and ask themselves what makes them too afraid to have that conversation. Too afraid to care.
The other scenario is that you notice and you simply don’t know how to navigate the situation. You may not have had the training to do this kind of stuff….all too common.
Too sad…
In my opinion Sales Leaders are often the most neglected when it comes to development. Many experience being amazingly successful sales people who are promoted to a sales leadership role and expected to simply get on with it.
If this is you take heart. Knowledge is easily available online, books…real ones and audible, blogs, podcasts, TED Talks, YouTube…the list is endless.
Don’t rely on your organisation to give you the development you need. Take ownership and find what you need. Create a case for your organisation to fund it and if they won’t…fund it yourself. You’ll be hugely rewarded because your team will start to generate more sales as your leadership improves…you’ll get a massive return on your investment!
Show up for your team
If your calibration skills need developing, start by…
- Having more individual conversations about how your sales person is feeling
- Creating a safe space where people feel comfortable to share what they are struggling with
- Listening…don’t jump in to fix things
- Caring about each person…behind that smile could be a person that really needs your support
As you get to know each person in a deeper way you’ll find your ability to spot a change in them becomes stronger.
As always…remember that tough love when required is still love!
Until next time,
