What impact is your sales leadership style having on your team?
It’s so easy to do or say something without realising the impact you have on the people around you.
For example, if you send a group email addressing a negative behaviour from a few people in your team that you’re frustrated with, how do you think that impacts on those who aren’t displaying that behaviour? Especially those who are exhibiting the behaviour you wish all your team would adopt.
Getting a positive outcome in sales leadership is crucial
Use this seven-step process to keep you on track in your actions and communications:
- Think about the impact you want before taking any action.
- Assess your inner state – are there any negative emotions coursing through your veins?
- Shift into neutral and detach yourself from any negative emotions.
- Establish the best outcome for all concerned.
- Consider the people involved – how do you need to communicate so that they will hear you?
- Take action and observe the impact of your communication to ensure it’s being received in a way that achieves your desired outcome.
- Change what you are doing if it’s not working.
This process will help you have calm conversations and meaningful discussions. This is best for you, best for your team and best for the business.
Focusing on creating a positive reaction to your communications going forward will create a positive internal state in each of your team.
Why is this important for effective sales team development?
Because your salespeople can’t show up as their best selves and deliver the sales you both want if they are feeling negative on the inside. Similarly, you can’t do your best work as a sales leader if you feel negative on the inside.
It’s essential you find a way of dealing with your internal negative emotions so that you don’t transmit these to your team.
You’re responsible for creating a peak mental state that empowers every person in your team to go beyond their comfort zone with a commitment to do their very best.
This can only happen with a culture of psychological safety…they have to trust that you have their back if it doesn’t go according to plan. They have to inherently know that mistakes is part of the development journey.
Mistakes leads to learning and learning leads to GROWTH of all kinds!
Next time you’re feeling frustrated with certain people in your team…STOP…and consider the consequences of your actions before taking any!
Until next time,
Leigh 😊
PS Remember to take the Sales Mindset Reality Check for your team here
Thank you Jeremy Yap for this great image 🙂