I’m a huge fan of one to one sessions because they create a space for all kinds of conversations to emerge.
Having spoken with a number of clients in the last couple of weeks I know that business changes have resulted in additional time pressures for sales leadership teams and one to one’s have been a casualty…with fewer and in some cases none taking place.
Don’t give yourself a hard time if this is happening for you. With so much going on in the world we are all adjusting to changes, emotions and pressures.
It is a mistake however to focus your attention solely on getting your own stuff stabilised at the detriment of your team.
How you can do both…
If one to ones are too time-consuming to fit into your diary right now, then the best and only option, in my opinion, is daily touchpoints with each of your team.
What do I mean by Daily TouchPoint?
It’s a verbal conversation to ascertain the mindset well being of your sales person!
It is not…
YOU: How you doing?
YOUR SALES PERSON: OK
YOU: Great…what are you up to today?
It’s more likely:
YOU: How are things going for you today?
YOUR SALES PERSON: OK…actively listening to their tone of voice. How does it sound? Upbeat or a bit down?
YOU: What’s your definition for OK? or You don’t sound very convincing…what’s up?
You don’t have to use my words…tailor them to suit your own and your sales person’s personality.
The most crucial thing is that you are totally clear whether your sales person is going to show up as the best version of themselves…or whether they need some support to lift themselves up so they can face the day in the most positive way.
There’s no need to spend lots of time with your guys that are in a good place…let them get on with their day.
Taking the time to support the people that need it will result in a much faster journey to get them generating sales long term. Even if they aren’t in the best place at the start of your conversation…your interaction can be as short as 5-10 minutes depending on the cause of their mindset dip. Give yourself enough time though just in case they need a bit more.
Don’t make the mistake of missing people out!
Just because a sales person exhibits a great mindset every day for a period of time, don’t stop checking in with them. If they are triggered in a way that causes them to drop off the edge you can spot that in the shortest time and support them before it becomes a massive problem.
Each person will be going through their own adjustments, personally and professionally and can be triggered at any time…sometimes by the smallest of things.
Remember that a great mindset ultimately generates the best sales…and that should be your focus right now!
Until next time,
Leigh 😊
PS If you need help with the sales mindset in your team please do reach out to me!
Thanks Nick Fewings for the great image 😊
