Halfway through Q4 and the pressure is on.
What do you need to focus on as a sales leader to ensure your team close as many sales as possible? Focusing on the numbers is only one of the factors…and probably has the least positive impact because your sales people already know what their numbers are.
The most important thing is to maintain a positive mindset in every single sales person…and they’ll all need different things to keep them in the best mental shape. The better their thinking…the better their results! Increasing their motivation to strive for more needs to be your top priority.
So how do you do that?
Here are my top 5 tips to boost your Q4 results…
Values
If you don’t already know find out immediately what each of your team is striving for in life and create a link between their life goals and sales success. For example…if their life goal is to buy a property then focus on how much deposit they currently have and how much more they could have when they achieve a higher level of sales.Frustrations
Talk with them about their frustrations and challenges. If you can resolve them easily…do it immediately. If it’s not resolvable then coach them to a reframing of the situation so they are able to think about it more positively. This reduces or even eliminates the mind space taken up by the issue giving them more headspace to focus on more productive behaviours.Feelings
Check in with their feelings around any sales activities they are avoiding that would increase their sales results. If they have negative feelings about the action, they will NOT be able to give 100% focus to the activity, which reduces their ability to close sales. Do this exercise with them to help them shift to a more positive association with the specific activity.Mindset
Speak with them as frequently as you can to assess their inner state…every day if possible. Listen to their tone of voice and the words they use…is their voice upbeat and their language positive based on your calibration of them? If YES then you can wish them a great day and be done in less than 5 minutes. If they are not where they need to be you must go into coaching mode and help them shift into a more positive state. This one may be time-consuming initially if it isn’t your normal practice but the time required reduces over time and is well worth the effort.Acknowledge
Celebrate every small win. Being acknowledged by you for positive results no matter how small is a real boost for every one of your team.
Do these leadership activities work all year round? Indeed they do but they are absolutely vital in Q4 when your sales people are under more pressure than usual. Increased pressure often leads to a reduction in productivity so it’s more important than ever to up the support you give your team to counterbalance the potential negative impact.
Happier sales team = 37% more sales!
Until next time,
