I had a conversation today with a founder that has a big mission to develop sales people…in fact one billion people by 2030.
Like many conversations I have that focus on developing sales professionals, it always includes a dive into how we got to where we are. What I mean by that is…how did we end up with so many sales people not achieving target, feeling undervalued and overwhelmed. Then we move onto what we are doing to shift sales cultures towards a happier, healthier and growth focused place to be.
Here’s a brief history lesson…
Pre the internet, sales was focused on products or services and the sales person was the font of all knowledge. You needed their expertise in order to make a buying decision.
In order to keep things ticking along nicely organisations measured KPI’s and sales activities as a way to control and understand.
This worked for decades.
Then came the internet. Buyers now had a way to find out everything they needed in order to make their buying decision before meeting with a sales person. The sales person’s role changed and became much more complex having to understand the psychology of the buyer and shift their approach dependant on who they were talking with.
Fast forward 3 decades and the buyers needs have got more complex as well as the solutions to meet those needs. The sales person requires a much broader skillset to be successful.
Sales skills is one thing…
Teaching people selling skills is the first step but without growth mindset thinking they are unlikely to shift in the moment to moment interaction in a way to leads to successful outcomes for all concerned.
Measuring KPI’s and using command and control tactics doesn’t work now that we need our sales people to be more creative in the moment.
Now we need sales skills + growth mindset + psychological safety to create sales success.
Another issue…sales leadership skill sets
The role of sales leaders has also changed. No longer command and control masters…you need to be all the things your sales people need in order to continually progress from where they are in any given moment…to taking steps towards the next stage of their development.
Your responsibility is to develop each person in your team to be a better version of themselves each and every day.
That may include discussing their KPI’s, coaching them about their inner barriers to specific sales activities, nudging them out of their comfort zone and supporting them through the resulting stress, listening to them talk about a sick loved one, noticing that they need support for their mental wellbeing…and so much more.
The world has changed and sales roles have to change too if we are going to evolve in a way that serves everyone involved.
Not just the shareholders. Not just our customers. Not just our organisations.
Sales people and sales leaders must also be served in a positive way.
Many organisations are clinging to the old ‘power over’ structures simply because that’s the way it’s always been.
Thankfully more organisations have concluded that sales teams and sales leaders need mindset development to deliver the high demands expected of them. Rather than ‘power over’ they are going for ‘power with’ and the results speak for themselves.
Next time you’re wondering why some of your sales people aren’t achieving target, or you’re frustrated by what to do next that could unlock the door of success or about to give up on a sales person, or yourself…think about using some of your budget for mindset development.
Remember…
Sales Skills + Growth Mindset + Psychological Safety = Long Term Growth
Until next time,
Leigh 😊
PS Not sure how to start? Get in touch for a quick chat.
Thanks to My Life Through a Lense for the great image 🙂
