Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Certified Professional Sales Associate (CPSA®)
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
Good Habits…Bad Habits. What are yours?
There are some approaches that come up with every Sales Leader I speak with and have written countless blogs about. They are the most common behaviours that Sales Leaders indulge in to achieve their goals and targets…that actually get in the way of creating a high performing sales team.
If you indulge in any of these behaviours, please don’t start beating yourself up. If you haven’t had the development and support to understand the psychology behind these behaviours and the negative impact they have…then how would you know you even need to change them?
So here’s my take on the most damaging behaviours that I see in practically every organisation I work with…
Stop telling your sales people how to overcome their challenges
Makes you feel good and stops your sales person from developing their own ability to overcome challenges for themselves. You’re also developing a sales person that doesn’t act proactively unless you ask them to. You have trained them to do so.
What do you do instead?
Coach them to come up with their own solution to the challenge. They will be so much more committed to a plan that they have created than the plan you’ve shared with them! If the plan isn’t how you would do it, please resist the temptation to jump in and tweak it. If they are way off track you can ask coaching questions that will enlighten them to something they haven’t considered which will enable them to tweak their own plan. If they are about there…let them get on with it. Allow them to scuff their knees and grow their own wisdom.
Stop saving your poor performers
Makes you feel good…even superior but you are disempowering them with every act of saving. Don’t be sucked into the illusion that you are helping them…you most certainly are not. By interjecting you are putting off the outcome which could be either a rise to success or a departure from the business. The stress and pressure you are creating is really not good for you or for your sales person.
What to do instead?
Ensure they have the skills they need via training and coaching…then monitor their implementation of new skills and approaches — coaching throughout.
Give them the space and support to take their chosen actions and work things out for themselves. They will relish their success so much more which will super boost their motivation going forward…or they will decide to go. Either one is a good result for all concerned.
Stop thinking you know better
You may have lots of experience. You may have achieved outstanding results. The only thing that proves is that you have used the right strategy in those situations. That doesn’t always take into consideration the nuances of the individuals in your current team. One approach definitely doesn’t suit all! Imposing your idea for what should be done disempowers your team and crushes creativity.
I am consistently inspired by the creative approaches of sales people that deliver great results…that are so different from the approaches I might use and also achieve the objective. There are many ways to achieve the prize.
Create a structured and supportive environment where each sales person in your team can succeed. Adding their personality and ideas to the sales process in a way that works for them, delivers a brilliant customer experience and makes everyone involved feel really great about it.
When a sales person is in flow they are happier, more connected to their intuition and according to a Harvard Study generate 37% more sales!
That’s enough for today…there are more I could share but will save them for a future blog 🙂
Until next time
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking